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IE Business School

Channel Management and Retailing

IE Business School via Coursera


Nowadays, a distribution strategy is part of the DNA of many companies and a correct channel management is key for the success of your product. Distribution plans need to be prepared for the long run, combining the following main areas: company profile, portfolio structure and price positioning, go-to-market policy, trade and retail marketing, e-commerce and global retail management.

In the last decade, there have been two main revolutions that have affected industries, increasing the importance of Distribution Channel Management. Profesor Maria Teresa Aranzabal guides you through:
- The IT revolution: considering developments in CRM, supply chain, planning tools, merchandise and reallocation systems, amongst others.
- The retail focus: how a clear retail strategy can be a differentiator for companies and a strong weapon of competitiveness.

In this course you will learn how to stay up-to-date on how companies are adding these aspects to their main strategic guidelines and making them key points in their managerial decision-making process. The main goal of this course is that you understand how channel management and retailing can improve performance in your business.

We use interviews with industry experts and give real-life examples of how to ensure your business makes the most of this vital area of marketing.

Taught by

Maria Teresa Aranzabal


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  • Priyadharshini
    Best online learning platform The course is organised in the best way to support learners I feel it has the best free online courses Thank you

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