Selling Through Distributors

Multiplying your sales power3 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.



Course Overview:

This 3 day course is for salespeople who sell their products (goods or services) through a third party account. Typically these accounts are classified as distributors, agents, stockists or O.E.M.s (original equipment manufacturers). 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.

The person engaged in this specialised role will need to possess all of the skills of the direct salesperson and more. This course 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.

Programme Contents

The Role of the "Specialised" Salesperson
The Role of the Third Party Account
How They Differ
- Distributors
- Agents
- Stockists
- O.E.M.s
Profiling Your Ideal Account
Communication
Negotiation Principles
Distributor Selection
Establishing an Effective Network
Pricing Strategies
A Workable Agreement
Training for Success
Building Long Term Relationships
Forming Partnerships
Developing Mutually Acceptable Business Plans
- Objective Setting
- Strategic Planning
Joint Promotional Activity
Contractual Implications
Motivating Third Party Accounts Staff
Selling the Benefits
- The Benefits to Your Distributor
- Raising End User Awareness
Avoiding Market Conflict
Forecasting
The Effects of a Concession
Managing Your Time
Action Plan for the Future