Spearhead Training > In-company Sales > Managing Distributors Training Course

Managing Distributors Training Course
developing sales through distributors

Duration - 2 Days

This course is for salespeople who sell through another party. Selling through distributors is a hugely challenging role, one that requires careful consideration in order to achieve success. This course will provide a very useful enhancement to delegates’ skill set and knowledge base in order to manage distributors effectively. A lot of time, money and effort can be invested in developing distributor business with little or no reward. Avoiding the numerous potential pitfalls of working with distributors are addressed on this course. Delegates will leave the course with a host if ideas to implement in order to drive distributor sales.

This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.

Programme Contents

• The Challenges of Selling Through Distributors
- Key Considerations
• The Distributor Market
• The Evolution of Distributors
• Profiling Your Ideal Account
• Distributor Selection
• Communications Strategy
• Negotiation with Distributors
• Building the Network
• Pricing Strategies
• Creating a Workable Agreement
• Developing Distributor Potential
• Distributor Evaluation
• Building Long Term Relationships
• Forming Partnerships
• Developing Mutually Acceptable Business Plans
- Objective Setting
- Strategic Planning
• Joint Promotional Activity    
• Contractual Implications
• Motivating Third Party Accounts Staff   
• Activities Required to Develop Sales
- Aiding the Distributor Sales Process
• Selling the Benefits     
- The Benefits to Your Distributor
- Raising End User Awareness    
• Dealing with Market Conflict    
• Forecasting      
• The Business Proposition
• The Effects of a Concession
• Managing Your Time
• Action Plan for the Future