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Managing Sales through Resellers and Distributors

Two-Day Course: Presented by MONDALE IT Training Ltd. 01635 573555

The purpose of this course

To understand better sales distribution by identifying, choosing and motivating third party sales channels which meet the different objectives of manufacturers and distributors.

Benefits for the individual

Delegates will gain a better understanding of the differing objectives of the stakeholders in the distribution channel. They will develop techniques for selection of distribution channels and be able to motivate, evaluate and manage the performance of channel members.

What the course will cover
  • Understanding of the objectives of stakeholders in the channel
  • The criteria and technique for selection resellers
  • The ability to motivate performance of each element in the channel
  • How to handle joint selling approaches
  • How to evaluate using reporting and feedback standards
  • The skills to build more effective relationships with customers
  • A greater ability to adapt products or service to match the needs of the intermediary channel
  • An understanding of the seven most important moments in the reseller relationship.
  • Projects Include:
    • The New Reseller
    • The Spring Competition
    • The Discount Negotiation

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