Fundamentals of Channel and Distributor Management
2 days|Delivered on request
Fundamentals of Channel and Distributor Management is built for delegates who need to be useful in this area quickly. It starts at first principles and works through consultative selling and difficult conversations without assuming prior specialist training. The programme exists because sales teams are frequently trained on the product and never on the conversation, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with service level design, service standards and customer retention in their own organisation.
What delegates leave able to do
- Make a decision about service level design without waiting for a specialist, measured against recognised service design practice
- Put service standards on a footing they can defend to a reviewer
- Take ownership of customer retention rather than escalating it
- Explain sales forecasting to someone who does not do the work
What the course covers
- Consultative selling
- Difficult conversations
- Service level design
- Service standards
- Customer retention
- Sales forecasting
- Customer journey mapping
Who should attend
- branch managers
- sales representatives
- contact centre team leaders
- client relationship managers
