What you'll learn

  • Serving customers and creating value
  • Designing and implementing a winning go-to-market strategy
  • Improving sales strategy and sales-force management

Course description

s digital technology opens up new distribution channels, customer demands and sales strategies are rapidly evolving. With the recent COVID-19 pandemic, some companies might face supply chain disruptions as well. High performance firms must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this live online program, you will improve your ability to optimize route-to-market strategies and sales outcomes by developing and managing a high-performance channel network and sales force.

Through a rich learning experience that includes live online faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel strategy and its design, sales strategy, and sales force management. You will practice mapping customer flows, reviewing channel options, and converting data insights into practical plans of action.

Associated Schools

  • Harvard Business School

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