Marketing Channels


Marketing and distribution channels management is an essential aspect of commercial activities. Today’s ever more complex and challenging competitive scenario makes it necessary for organisations to know how to effectively select and manage marketing channels creating partnerships capable of generating value and trust and avoiding conflicts.



The Rome Business School’s Marketing Channels course intends to provide you with a more structured approach to the organisation of sales channels and the ability to build constructive and disciplined relationships with channel partners. Through precise references to the most modern managerial models in this field, the course will help you to more accurately develop marketing channel plans, enabling your organisation to increase sales, margins and the levels of collaboration with channel partners.



Managers and professionals who take care of selecting, motivating, evaluating and managing partner channels.



Company supply chains and value network
The nature and importance of marketing channels
  • The contribution of the various channel members to building value
  • The levels that make up a channel
Operation and organisation of a channel
  • How a channel operates
  • Vertical marketing systems (VMS)
  • Horizontal marketing systems
  • Multichannel distribution systems
  • Modifications to the channel’s organisation
Channel structure decisions
  • Defining consumer needs
  • Defining channel objectives
  • Identifying the main alternatives
  • Evaluating the main alternatives
  • Defining an international distribution channel system
Channel management decisions
  • Choosing channel components
  • Managing and motivating channel components
  • Evaluating channel components
Public impositions and decisions related to distribution
Marketing logistics and supply chain management
  • The nature and importance of marketing logistics
  • Logistic system objectives
  • The main logistic functions
  • Integrated logistics management
Retail distribution
  • Types of retailers and classification criteria
  • Retail company marketing decisions
  • The future of retail distribution
Wholesale distribution
    • Various types of wholesalers
    • Wholesale company marketing decisions
    • Wholesale distribution trends

Teaching methods

In line with the Rome Business School’s general approach and the best international standards, the course is designed with the aim of providing excellent training with an emphasis to its concrete application in the job, professional and company markets.

Therefore, the course involves both mainly one way teaching phases – to accurately transfer the reference conceptual models – and practical application sessions aimed at developing your operational and management capabilities.

Your progress in the subjects taught will be tested and consolidated through exercises related to actual managerial cases.


Modes of attendance

This course can be attended in three ways:

  1. On campus
  2. On line, via a cutting-edge web platform
  3. In house, i.e. at your workplace



Whichever way you choose to take the course, you will receive:


At the end of the course, you will be presented with a named participation certificate.


Our teachers are renowned trainers and managers who come from a multitude of operational and professional environments. They are therefore able to bring a wealth of up to date experience and competency.


All participants in this course will be provided with a wealth of documentation, including slide presentations, case studies and exercises.


If you wish, participation in this course will entitle you to:

Having your CV inserted in the Rome Business School database and distributed to companies, organizations and head hunters of the Rome Business School’s international network;

The review and editing of your CV;

Support in managing your job interviews.


Participation in the Master’s course entitles you to be enrolled in the Rome Business School Alumni Association, the international network through which students of the Rome Business School can share ideas, experiences and projects.

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