Abstract:
An effective distribution channel can be a source of strategic advantage for companies. This
research principally aims at explaining factors affecting the performance of indirect channel
distribution sales which ethio telecom implemented through distributors throughout the country.
The researcher did carefully in order to have adequate and reliable data, information to identify
and measure the impact of each variable according to contributions. The general objective of the
study is to investigate the factors affecting indirect channel distribution sales through
distributors. Descriptive analysis techniques used for the data analysis to primary data or
information, respondents that could give reliable and relevant data are collected from 8 regional
and 6 Zonal active and terminated distributors. Secondary is gathered mainly from Ethio telecom
indirect channel department. According to this study that the major factors faced by Ethio
telecom indirect channel distributions and then suggested recommendation for improvements are
explained briefly
