Introduction to Selling through Distributors
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…
Frequently asked questions
There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.
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’.
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