Managing Channels of Distribution in India: Urban, Rural & Online

Managing sales and distribution has been a challenge in India, and in many product categories, it can be the deciding factor for success. In a rapidly evolving and fast- changing context, the way we sell and distribute must also respond. We are operating in a multi- and an omni-channel environment, and consumers & expectations are skyrocketing; there is a need to revisit the principles of sales and distribution and prepare ourselves and our organisations for the next leap. This programme aims to help participants appreciate the challenges confronting the Sales and distribution function in the Indian marketplace, and equip them to excel.

The participants would learn through an appropriate mix of lectures, interactive discussions, case studies, exercises, and assignments. Both conceptual and practical sides would be stressed throughout the programme.

Though the program will have a higher focus on the B-C domain within FMCG, FMCD, Durables, Telecom, etc. sectors but it is open to all managers and executives working in the sales & distribution function of an organization. The program would also be useful for entrepreneurs who would leverage distribution channels.