Channel Intermediary Management
Managing the relationships and operations with intermediaries like distributors and wholesalers within a sales channel.
Implications
The practices and processes used to manage relationships with intermediaries, such as distributors, wholesalers, or agents, ensuring that they effectively represent the brand and contribute to overall sales goals.
Example
Example: A consumer goods company focuses on intermediary management by providing its distributors with extensive training and support to ensure consistent messaging and effective sales tactics across all regions.
Related Terms
Different from direct sales management, which involves dealing directly with customers, intermediary management focuses on optimizing the performance of partners who act as intermediaries in the sales process.
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