Channel and Distributor Management in the Public Sector

Customer Experience and Sales|3 days|Classroom or live online

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

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

23 to 25 Nov 2026	Online	USD 900
4 to 6 Jan 2027	Pretoria	R13 000
8 to 10 Feb 2027	Lagos	USD 1 500
8 to 10 Mar 2027	Dubai	USD 1 500
12 to 14 Apr 2027	Cairo	USD 1 500
17 to 19 May 2027	Cairo	USD 1 500
21 to 23 Jun 2027	Pretoria	R13 000
26 to 28 Jul 2027	Johannesburg	R13 000
30 Aug to 1 Sep 2027	Cape Town	R13 000
27 to 29 Sep 2027	Pretoria	R13 000
8 to 10 Nov 2027	Johannesburg	R13 000

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)