Channel and Distributor Management in the Public Sector
3 days|Delivered on request
Channel and Distributor Management in the Public Sector takes the discipline and works it through the constraints of this operating context, including customer retention, 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 service recovery, difficult conversations and service standards in their own organisation.
What delegates leave able to do
- Spot where service recovery is failing before it becomes a finding, measured against consultative selling methodology
- Bring difficult conversations into line with current good practice
- Make a decision about service standards without waiting for a specialist
- Put pipeline management on a footing they can defend to a reviewer
What the course covers
- Customer retention
- Needs analysis
- Service recovery
- Difficult conversations
- Service standards
- Pipeline management
- Key account management
Who should attend
- customer service managers
- client relationship managers
- key account managers
- branch managers
