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Many companies rely on an internal sales to increase sales and meeting objectives. A salesperson’s capacity is usually limited and cannot cover all the countries and therefore, companies are looking for ways to increase sales without increasing headcount. Working with local distribution channels is a common solution
The transition from direct sales to work with distribution channels, requires a change in the perception of the sales managers who are now required to manage distribution channels who do the actual sales and become a vital spearhead for the corporate worldwide

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    • About this Course

    Objectives

    By the end of the course you will know how to select and manage international distribution channels in order to achieve your company’s goals

    Who should Attend

    Business, sales managers, management, channel managers, and presales personnel or candidates to these positions

    Overview

    This course will pride you the knowledge and skills required in order to successfully find, work with and manage various distribution channels. The course is built from knowledge transfer, discussions and workshops in order to highlight and improve different skills which are required from a sales or channels managers. We will review day to day actual examples and the participants will be asked to provide solutions for. The workshop will also deal with issues that the sales or channels manager might encounter in the course of his work with distributors such as conflicts between two distributors in a country, a distributor who has lost confidence in the company and so on. We will use role-playing describing the situation, and then analyze the situation and reach conclusions on how to resolve and manage such crises or conflicts.

    Main Topics

    -   Different distribution channels
    - The advantages and disadvantages of each distribution channel
    - Company’s Structure
    - The business model
    - Working model
    - How to motivate a distribution

    - Crisis management
    - Finding distribution channels
    - Compensation models based on sales and investment

     Instructor

    The course is delivered by the head of sales engineering team of a leading Hi-Tech company with global presence.  He has a rich experience in daily work with international distribution channels.

    Course Length - 8 hours

    Related Services

    Individual coaching for fast and successful implementation