What Is Programming? And How To Get Started
January 28, 2025
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This course is part of Marketing Channel Strategy & B2B2C Routes to Market Specialization
Instructor: Sandy Jap
Included with
(10 reviews)
Recommended experience
Intermediate level
Completion of university principles of marketing or core marketing course or at least two years of B2B work experience.
(10 reviews)
Recommended experience
Intermediate level
Completion of university principles of marketing or core marketing course or at least two years of B2B work experience.
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This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development.
In this course, you will be exposed to the challenges of implementing a pricing strategy in your route-to-market and the necessity of becoming a "strategic skeptic." Questions such as, "how to ensure our partners do the right activity at the right price?" "how should my firm protect itself from channel partners who seek to cheat or free ride?" will be answered. You will also be exposed to direct selling channels, their incentive structures, and understand how and when they might represent a viable route-to-market.
Pricing is a unique challenge in channel management largely due to the inability to firmly set and enforce a downstream retail price. This module will overview the factors that contribute to this dilemma as well as related solutions.
5 videos4 readings1 assignment1 peer review1 discussion prompt
This module will outline the various risks in working with and coordinating channel partners. It will also overview potential solutions.
6 videos1 reading2 assignments
This module overviews and defines direct sales channels and their management challenges via specific examples.
5 videos1 reading1 assignment2 discussion prompts
Emory University, located in Atlanta, Georgia, is one of the world's leading research universities. Its mission is to create, preserve, teach and apply knowledge in the service of humanity.
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Reviewed on Sep 11, 2024
Direct selling module needs more focus, material & module is irrelevant & outdated
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Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
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