Selling Through The Distributors
Motivate your distributor channels to promote your business profitably
Course Summary
Selling through an organisation or team which is not directly under your control presents extra challenges in the tough environment of today's markets. This practical course will help you combine the roles of sales person, trainer, diplomat and business adviser to guide, motivate and get the best results from your distributors.
Who should attend?
Ideal for those responsible for achieving sales through UK based or international dealers and distributors. Of equal benefit to management or non sales personnel with a need to understand the dynamics of distributor relations.
By attending this course you will understand how to…
- Manage the roles and responsibilities of selling through distributors - maximise relationships by adapting your role according to the situation
- Influence and motivate others to achieve results - identify what motivates your distributors and communicate with them accordingly
- Practise the principles of marketing - use the relevant elements to your advantage
- Guide your distributors in the right direction and focus their activities - help them to produce, monitor and evaluate business plans that meet both their and your own objectives
- Develop cross cultural selling techniques - the do's and don'ts
- Evaluate distributor performance - set appropriate performance criteria for measurable results