Introduction to Selling through Distributors

Total time

Introduction to Selling through Distributors

The Chartered Institute of Marketing
Logo The Chartered Institute of Marketing

Need more information? Get more details on the site of the provider.

Starting dates and places

This product does not have fixed starting dates and/or places.

Description

The selection and motivation of appropriate distribution channels are key factors to the success and profitability of the partnership between principal and distributor. They need to work together within a complex environment, gain mutual understanding and learn how to avoid conflict. This course provides delegates with an opportunity to explore ways of improving the management of distributors by establishing and maintaining a successful partnership.

You will benefit from gaining a full understanding of how the effective selection, management and motivation of channel partners will improve your personal and business performance. You will also begin to take a more confident and structured appr…

Read the complete description

Frequently asked questions

There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.

Didn't find what you were looking for? See also: .

The selection and motivation of appropriate distribution channels are key factors to the success and profitability of the partnership between principal and distributor. They need to work together within a complex environment, gain mutual understanding and learn how to avoid conflict. This course provides delegates with an opportunity to explore ways of improving the management of distributors by establishing and maintaining a successful partnership.

You will benefit from gaining a full understanding of how the effective selection, management and motivation of channel partners will improve your personal and business performance. You will also begin to take a more confident and structured approach to your role and be able to promote and gain wider recognition of your function internally.

With a better managed, more motivated and appropriate distributor channel, organisations will become more profitable through improved business performance. Senior management can feel confident that those with responsibility for distributors will have a rigorous selection process in place and will be proactively managing them with resultant improvements in margins and performance.

Anyone in a sales or marketing function who is responsible for selecting and managing distributor relationships who needs to develop their role and methods.

>
  • Understanding key motivators for distributors.
  • Selection criteria for successful distributors.
  • Evaluation of distributor performance.
  • Management of distributors with the latest thinking, tools and techniques.
  • Positioning of distributor management within the company structure.
  • Impact of distributor/principal relationships on business performance.
  • Getting focus on your products and services from distributors.
  • Joint marketing communications between principal and distributor.
  • Organisation and running of successful training sessions.
  • Case study analysis to underpin and reinforce the learning outcomes of the programme.
>

A participative course, including a mixture of syndicate sessions and other interactive methods. Delegates will have the opportunity to understand how their existing distributor sales compare to the ‘best practice’.

There are no reviews yet.

    Share your review

    Do you have experience with this course? Submit your review and help other people make the right choice. As a thank you for your effort we will donate £1.- to Stichting Edukans.

    There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.