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Channel Sales Strategy
A plan for maximizing sales through specific channels, such as direct sales, online, or through distributors.
Implications
The plan and approach used to achieve sales goals through intermediaries, including selecting the right partners, defining sales processes, setting targets, and providing support, critical for scaling sales and reaching new markets.
Example
Example: A telecom company develops a channel sales strategy that focuses on recruiting and training resellers in emerging markets, offering incentives and co-marketing opportunities to drive sales growth.
Related Terms
Different from direct sales strategy, which targets end-users, channel sales strategy focuses on building and managing relationships with third-party partners to achieve sales objectives.
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