Strategic Channel and Distributor Management
5 days|Delivered on request
Strategic Channel and Distributor Management looks at this work from the level at which it is resourced and defended. The focus is on sales forecasting, service level design and how both connect to what the organisation is actually trying to achieve. This matters at the strategic level because service recovery is usually the moment that decides whether a customer stays. Delegates leave able to work confidently with needs analysis, proposal writing and service standards in their own organisation.
What delegates leave able to do
- Put needs analysis on a footing they can defend to a reviewer, measured against consultative selling methodology
- Take ownership of proposal writing rather than escalating it
- Explain service standards to someone who does not do the work
- Make a decision about service recovery without waiting for a specialist
What the course covers
- Sales forecasting
- Service level design
- Needs analysis
- Proposal writing
- Service standards
- Service recovery
- Key account management
Who should attend
- service desk staff
- sales managers
- contact centre team leaders
- client relationship managers
- key account managers
