From the course: Sales Channel Management

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Handling channel conflict

Handling channel conflict

From the course: Sales Channel Management

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Handling channel conflict

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- Well I'm sure you're all excited to watch this movie that includes the word conflict in the title, right? If there's anything that sales managers don't enjoy it's dealing with sales representatives bickering over coverage or accounts having arguments about who gets the business from certain customers. Here we are trying to achieve an overall sales budget number and although you don't publicly admit it, but deep down you know it all rolls up into the final results anyway. And of course these conflicts don't surface on a quiet Wednesday. They always seem to pop up first thing on Monday or when you're about to leave work on Friday. To make sure we're clear here, here's a simple definition from businessjargon.com that defines sales channel conflict. A channel conflict arises when the channel partners, such as manufacturer, wholesaler, distributor, retailer, sales representative, et cetera compete against each other for the same offering, the same product or service. As managers, we all…

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