Channel and Distributor Management for Small and Medium Enterprises
3 days|Delivered on request
Channel and Distributor Management for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including voice of the customer programmes, needs analysis and the compliance obligations that come with it. The sector framing is necessary because sales teams are frequently trained on the product and never on the conversation, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with telephone and contact centre skills, consultative selling and negotiation in sales in their own organisation.
What delegates leave able to do
- Review telephone and contact centre skills and say plainly whether it is working, measured against recognised service design practice
- Spot where consultative selling is failing before it becomes a finding
- Make a decision about negotiation in sales without waiting for a specialist
- Put pipeline management on a footing they can defend to a reviewer
What the course covers
- Voice of the customer programmes
- Needs analysis
- Telephone and contact centre skills
- Consultative selling
- Negotiation in sales
- Pipeline management
- Difficult conversations
Who should attend
- sales representatives
- branch managers
- contact centre team leaders
- customer service managers
