Managing Distributors Training Course

developing sales through distributors

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Only one or two people to train? Then consider our coaching service

Course Overview:

Duration - 2 Days

This course is for salespeople who sell through another party. Selling through distributors is a hugely challenging role, one that requires special sales skills to achieve success. This course will provide a very useful enhancement to delegates’ current knowledge base and will help them 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 to drive distributor sales. 

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



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