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 pipeline management, service standards and the judgement calls that sit outside recognised service design practice. 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 upselling and cross selling, service recovery and objection handling in their own organisation.
What delegates leave able to do
- Explain upselling and cross selling to someone who does not do the work, measured against recognised service design practice
- Put service recovery on a footing they can defend to a reviewer
- Improve objection handling within their own organisation
- Take ownership of customer journey mapping rather than escalating it
What the course covers
- Pipeline management
- Service standards
- Upselling and cross selling
- Service recovery
- Objection handling
- Customer journey mapping
- Consultative selling
Who should attend
- key account managers
- sales managers
- sales representatives
- branch managers
- contact centre team leaders
