Working with Distributors and Partners

Many organisations operate with direct and indirect sales channels.

Whilst the fundamental of managing a third party sales organisation are the same as for managing your in-company team, there are differences.

For example.

• What is the leader / manager approach in managing another organisation?
• Is a distributor your customer or an extension of your employees?
• How do you get share of the partner's mind?

This specialist programme answers these and many more questions.

Example Contents...

• The distributor - principal relationship

• Criteria for choosing a distributor channel

• Selecting the right distributor using a profiling analysis

• Yours and the distributor's commitments

• Joint business planning

• Managing and developing the relationship

• Campaign planning - marketing and sales initiatives

• Creating and developing share of mind

• Planning and managing business review meetings

• Training and developing distributor staff

• Managing differences and channel conflict