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Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Channel and Distributor Management for Small and Medium Enterprises
Customer Experience and Sales|3 days|Classroom or live online
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
Fees
| South Africa | R13 000 |
| Elsewhere in Africa and the Gulf | USD 1 500 |
| Live online | USD 900 |
Per delegate, for the full 3 days. Covers tuition, course materials and refreshments. Excludes travel and accommodation. South African courses carry VAT at 15%; on deliveries outside South Africa the VAT position is confirmed on the quotation, because it depends on where your organisation is registered.
Scheduled dates
| 16 to 18 Nov 2026 | Pretoria | R13 000 |
| 1 to 3 Feb 2027 | Windhoek | USD 1 500 |
| 1 to 3 Mar 2027 | Windhoek | USD 1 500 |
| 12 to 14 Apr 2027 | Pretoria | R13 000 |
| 17 to 19 May 2027 | Cape Town | R13 000 |
| 28 to 30 Jun 2027 | Pretoria | R13 000 |
| 9 to 11 Aug 2027 | Accra | USD 1 500 |
| 20 to 22 Sep 2027 | Windhoek | USD 1 500 |
| 8 to 10 Nov 2027 | Lagos | USD 1 500 |
Dates are the published schedule at the time this page was printed. We also run this programme on request, and in-house for a full team.
How to book
Call 069 221 6943 or email info@isptrainings.co.za with the date and the number of delegates. We reply with a written quotation and an invoice. A registration is not a confirmed booking until we confirm it in writing.
Innovative Special Projects|Monday to Friday, 08:00 to 18:00 (SAST)