Organisation: Sales Training International
Category: Distribution
Description: Have you ever wondered why some distributors are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?
Reseller = Distributor, Jobber, Wholesaler, Manufacturer's Rep, Value Added Reseller, Retailer
This highly interactive consulting, training and coaching session will focus on:
Identifying and problem solving your key reseller issues
Manufacturer - reseller- customer - interaction structure
Profiling the ideal reseller based on key success characteristics
Developing the marketing, prospecting, selling and customer service add-on selling and servicing plan
The triad of performance - how much do you own?
Determining current and ideal depth of involvement with the reseller's organization based on your capabilities and the reseller's capabilities
What resellers must know before they can sell hard
Reseller noise and why you want it blaring
Conducting "real time" Priority Prospect/project (P3) Coaching and Strategy Sessions
Using P3 to train and coach for optimal performance and significantly increase the accuracy of your sales forecasts
Course Content
Current Challenges
Manufacturer - Reseller - Customer Interaction Structures (flow charts)
Level of Company Involvement
Profile "End Use" Customer
Marketing, Sales and Customer Service Capabilities
Profile of Reseller
Triad of Performance
What Resellers Need to Know to Sell Hard
Generating Reseller Noise
Priority Prospect/Project (P3) Strategy Sessions
Master Strategic Sales Plan
Course Length: 2 Days
Price: NA
Contact: Sales Training International
1201 Lake Woodlands Drive
Suite 4012
The Woodlands (Houston)
TX 77380 USA
email:
website:
Service Available In :
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