H a r v a r d | B u s i n e s s | S c h o o lExecutive EducationAs digital technology continues to open up new distribution channels, customer demands—and sales strategies—are rapidly evolving. With multichannel networks becoming the norm, leaders must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this hands-on program, you will improve your ability to optimize sales outcomes by developing and managing a high-performance multichannel network and sales force.
As digital technology continues to open up new distribution channels, customer demands—and sales strategies—are rapidly evolving. With multichannel networks becoming the norm, leaders must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this hands-on program, you will improve your ability to optimize sales outcomes by developing and managing a high-performance multichannel network and sales force.
Attendance by multiple company representatives will foster teamwork and amplify the program's impact.
Attendance by multiple company representatives will foster teamwork and amplify the program's impact.
When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to facilitate your growth. Your learning will take place on your own, in your living group, and in the larger classroom, driven by the renowned HBS case method.
When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to facilitate your growth. Your learning will take place on your own, in your living group, and in the larger classroom, driven by the renowned HBS case method.
Through a rich learning experience that includes faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel design, sales team management, multichannel management, and emerging channels. You will practice mapping customer flows, reviewing channel options, designing better distribution channels, and converting data insights into practical plans of action.
At the end of each day, you and your peers will divide into small groups to discuss key takeaways from the cases and how they directly apply to your respective organizations
Through a rich learning experience that includes faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel design, sales team management, multichannel management, and emerging channels. You will practice mapping customer flows, reviewing channel options, designing better distribution channels, and converting data insights into practical plans of action.
At the end of each day, you and your peers will divide into small groups to discuss key takeaways from the cases and how they directly apply to your respective organizations
Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through their board memberships, consulting, and field-based research, they address the complex challenges facing business leaders across the globe.
Doug J. Chung
MBA Class of 1962 Associate Professor of Business Administration. Member of the Marketing Unit; and cochair of "Managing Sales Teams and Distribution Channels."
Navigate the process of designing a better multichannel network.
Read More
V. Kasturi Rangan
Malcolm P. McNair Professor of Marketing. Cochair of the HBS Social Enterprise Initiative. Member of the Marketing Unit; and cochair of "Managing Sales Teams and Distribution Channels."
Navigate the process of designing a better multichannel network.
Read More
Ayelet Israeli
Assistant Professor of Business Administration. Member of the Marketing Unit.
Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through their board memberships, consulting, and field-based research, they address the complex challenges facing business leaders across the globe.
Doug J. Chung
MBA Class of 1962 Associate Professor of Business Administration. Member of the Marketing Unit; and cochair of "Managing Sales Teams and Distribution Channels."
Navigate the process of designing a better multichannel network.
Read MoreV. Kasturi Rangan
Malcolm P. McNair Professor of Marketing. Cochair of the HBS Social Enterprise Initiative. Member of the Marketing Unit; and cochair of "Managing Sales Teams and Distribution Channels."
Navigate the process of designing a better multichannel network.
Read MoreAyelet Israeli
Assistant Professor of Business Administration. Member of the Marketing Unit.
