Sales Transformation System Channel – Distribution Management
About this intervention
Distributor/Retailer sales networks demand different approaches and controls. This program will help participants with a pragmatic, step-by-step process to manage the trade channel effectively. They will learn how best to influence the channel partners’ profitability, manage and allocate their sales time and build lasting relationships with the channel partners
This program will equip the sales team to:
- Understand channel partners and their buying behavior
- Create a channel strategy for reach and placement
- Effectively select and evaluate channel partners
- Provide Operational inputs for channel partner to succeed
- Apply principles of Territory management, planning and target setting
- Handle objections from the channel
- To resolve customer complaints
- Understand the criticality of ROI in the channel business
- Manage inventory for better tertiary sales
Who will benefit?
Sales and Territory Managers managing the channel & distributors
What challenges will it help you address?
- Measuring and managing channel performance
- Attracting and successfully motivating channels
- Attracting and retaining the best distributor salesmen
- Addressing the changing nature of buyer behaviour
Deliver Better, More Predictable Sales Results
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