Strategic Sales and Channel Development
Details
Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete. The Strategic Selling and Channel Development course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.
Course Methodology
The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies.
Outline
Course Outlines
DAY ONE
Analyzing Your Customer Needs
• Choosing your Target Customers
• What the Targeted Customers truly want through the channels
• Possibility/practicality of the customer wants
• How competitors meet customer needs.
Setting Channel Objectives and Constraints
• Market segment to serve
• Level of service that can be made available
• Choice of channel members
• Legal and environment constraints.
Defining Major Channel Alternatives
• Wholesalers
• Distributors
• Retail/Stores
• Direct channel
• Online
Evaluating those Alternatives
• Economical distribution considerations
• Number of marketing intermediaries
• Defined responsibilities.
DAY TWO
Selecting Channel Partners
• Nature and length of experiences
• Other stocked lines
• Location
• Financial viability
• Character
• Sales force
Intermediation
• Exclusive distribution
• Selective distribution
• Intensive distribution
• Optimal number for control purposes
• Minimizing conflicts
Policy Agreements with Channels
• Sales policy
• Pricing and Profitability policy
• Territory policy
• Service policy
• Promotions policy
• Controls policy
• Flexibility policy
Channel Reputation & Performance
• Sales target attainment
• Inventory levels
• Delivery response levels
• Damaged and lost goods
• Cooperation with pricing and promotions
• Responsiveness to changes in market conditions
Schedules
Fri, Sat | 10:00 AM — 04:00 PM |
Fri, Sat | 10:00 AM — 04:00 PM |
Thu, Fri | 10:00 AM — 04:00 PM |
No. of Days: | 2 |
About Us
McTimothy Associates Consulting LLC is a Professional Management consulting, Human Capital Management, and Business Training company, incorporated in Nigeria with the Corporate Affairs Commission (CAC). Our Corporate office is centrally located at Gbagada Estate Phase 2 Estate, connecting easily to both Lagos Island and Lagos Mainland. We are enabling business greatness in Africa through cutting-edge modern management practices of Business transformation, Strategy, Change management and Innovation, Leadership, Restructuring and Turnaround management, and Training solutions.
Our Philosophy is an enduring commitment to enabling businesses and the professional greatness of our clients every day. Both organizations and individual employees who have attended our indoor and outdoor management development training programs have benefited tremendously in a number of ways. We also maintain relevant accreditations/partnerships with:
- Institute of Management Consultants (IMC).
- Institute of Professional Recruitment Consultants (IPRC), Nigeria
- Association of Professional Recruitment Consultant (APRC) UK
- Nigeria Institute of Training and Development (NITAD),
- Centre for Management Development (CMD), ...