Mastering Sales for Channels and Distribution Networks

The programme is for channel managers and sales personnel engaged in this specialised 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 specialised 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 maximise 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

4 weeks (recommended)

Personal Trainer

Yes

Homework/Skill Application Testing

Yes

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

AUD $1,900.00 per person or $1,350 per person when registering 5 or more people
to any one of the SFI Public Programmes
NZD $1,900.00 per person or $1,350 per person when registering 5 or more people
to any one of the SFI Public Programmes
USD $1,615.00 per person or $1,150 per person when registering 5 or more people
to any one of the SFI Public Programmes

Please select from your relevant currency USD dollars applies to all countries outside of Australia and New Zealand.

All prices quoted below are costs per person and exclude taxes.

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
Mastering Sales™ Negotiation Skills

Registration

Limited vacancies due to personal coaching.