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Channel Management and Retailing , IE Business School

310 ratings
56 reviews

About this Course

Understand how channel management and retailing can improve performance in your business. 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; and 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. 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....

Top reviews


Mar 17, 2017

Lots of theories and case studies. Knowledge gained was really worth the time/effort. Professor could explain the topics clearly and the content were well arranged. Recommend it!


Aug 25, 2018

Great content. Best teacher of this specialization\n\nRelevant and timed questions with interactive key sessions

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53 Reviews

By Jaimie Walnes

Nov 26, 2018

So much great information! Really enjoyed this course.

By synthia nathan

Nov 08, 2018

This is a really good course and very educative if anyone is new or with little experience in retail. I have been working in the retail industry for the last 6 years and this is one of a kind retail 101 for anyone who is looking to learn about retail and its future and i strongly recommend this. also the professor comes across as very knowledgeable and simplifies the content to a great extent. overall this a is a great course and i really enjoyed learning

By parth shah

Sep 30, 2018


By Anmol

Aug 25, 2018

Great content. Best teacher of this specialization

Relevant and timed questions with interactive key sessions

By Ademilua Oluwaseun Niyi

Jun 19, 2018

Very articulate lecturer!

By Yasser Hamdi Mohamed

Apr 11, 2018



Mar 16, 2018


By Ashish Bhojraj Patil

Mar 16, 2018


By Abdul Hannan

Mar 15, 2018

A good Global perspective on Sales

By Vu Hoang Ha

Mar 07, 2018

Great course!

Thank you so much!