Managing Channels and Distribution Networks

The programme is for channel managers and sales personnel engaged in this specialized role will need to possess all of the skills of the direct salesperson and more. This programme concentrates on the "more" aspect, providing a global approach to market development. In addition to the specialized selling skills the course considers marketing strategies to accommodate both end user and third party needs. This embraces planning and implementing promotional activity, training and motivating your selling outlet/s, and generally working together in a cohesive and harmonious style.

Who Should Attend?

The programme is for channel managers and sales who sell their products (goods or services) through channel partners and distributorships. The course differentiates and focuses on the selling approach needed to maximize the sales performance "through" an account, rather than to the ultimate (end user) customer.

This programme is not suitable for those selling through retail stores.

Course Modules

Module 1: Getting the benefits

• Defining distributors and networks manager
• The role of the third party
• Profiling your ideal account
• Distributor/channel partner selection
• Forming partnerships
• Establishing an effective network

Module 2: Forming the right business relationship

• Building long term relationships
• A workable agreement
• Contractual implications
• Avoiding market conflict
• The effects of a concession
• Establishing communication protocols
• Negotiation principles
• Pricing strategies

Module 3: Ensuring a productive association

• Developing mutually acceptable business plans
• Objective setting
• Forecasting
• Developing promotional plans
• Joint promotional activity
• Raising end user awareness
• The benefits to your distributor

Module 4: Working with third party staff

• The impact of third party staff on your success
• Why third party personnel don't promote you
• Getting your product/service to be a priority to them
• Motivating third party personnel
• Why product and sales training are equally important
• Training for Success
• Equipping third party staff to be successful

Learning Outcomes

The programme will ensure strategies for correct practices are employed for the effective management of channel and distributor partners. You will understand how to ensure a productive association that delivers financial returns from the association for both parties.

Duration

One module a week over 4 weeks (recommended) – access 24/7 for convenience

Personal Trainer

Yes with individual 360 degree training provided to ensure understanding of information

Skill Application Assessment

Yes, with each module of the programme

The Mastering Sales™ Guarantee

If we cannot increase your sales by at least three times the cost of the programme and you have completed the course from beginning to end and put the majority of ideas into practice, we will give your money back in full. We guarantee to increase your Sales!

Certificate

You will receive a Certificate acknowledging your completion of this programme.

Investment

Please contact the office nearest you for all pricing via the contact page on this website.

Conditions of Participation

This programme is subject to copyright and for attendance by the nominated participant. The programme is provided under specific conditions of use and entry to the Online Training Room. Contact the office for full details.

Course Links / Next Step

Mastering Sales™ Team Management Programme