A research paper submitted to mba program in partial fulfillment of the requirement for the award of masters degree in business administration.

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