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MOTIVATING CHANNEL MEMBERS:

MOTIVATING CHANNEL MEMBERS BY-: VIJAY BARMA - 9234

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Marketing Channels are sets of interdependent organization involved in the process of making a product or service available for use or consumption.

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Schemes & Incentives : this is the most common way of motivating a channel partner. Cooperative Arrangements : Cooperative arrangements between the manufacturer and channel members have traditionally been used as the most common means of motivating channel members.

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TRAINING : continuous training should be provided to the direct sales force. If the sales force is totally aware of the product & have the sound knowledge of the product then only the would be able to sell them & achieve targets. e.g. Maruti Suzuki, Hyundai

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Support: Frequent and ongoing communication is vitally important to the health of a channel relationship & would keep it motivated. Rewards: providing monetary or non-monetary rewards is a common way to keep them motivated.

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A good way to ensure channel loyalty is to help with the channel’s marketing efforts, such as through joint funding of advertisements. This would make them feel part of the company & would also take out their expenses & would motivate them. e.g. LG electronics