Channel and Distributor Management Masterclass
5 days|Delivered on request
This advanced programme assumes delegates already work in the field. It goes past the basics into needs analysis, voice of the customer programmes and the judgement calls that sit outside consultative selling methodology. At this level the constraint is rarely knowledge. It is judgement under pressure, which matters because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with proposal writing, negotiation in sales and pipeline management in their own organisation.
What delegates leave able to do
- Bring proposal writing into line with current good practice, measured against consultative selling methodology
- Spot where negotiation in sales is failing before it becomes a finding
- Make a decision about pipeline management without waiting for a specialist
- Put service recovery on a footing they can defend to a reviewer
What the course covers
- Needs analysis
- Voice of the customer programmes
- Proposal writing
- Negotiation in sales
- Pipeline management
- Service recovery
- Complaint handling
Running soon, if you need a date
This programme runs on request. These are scheduled now and open for registration.
Who should attend
- service desk staff
- customer service managers
- key account managers
- client relationship managers
- branch managers
