Strategic Sales & Channel Development
Details
Rationale
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.
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
· The 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
Schedules
Mon, Sun | 10:00 AM — 04:00 PM |
Tue, Wed | 10:00 AM — 04:00 PM |
Fri, Sat | 10:00 AM — 04:00 PM |
We offer programs designed and tailored for all levels of sales professionals. Whether you are an entry-level sales personnel, experienced/senior or top-level sales personnel, we’ve got you covered with our extensive and proven marketing and sales methodologies that would help you excel in selling.
The focus of the Sales BootCamp Acedemy is for the Marketing organizations, marketing and sales professionals/managers, and the selling industries at large.