Channel Sales Selling Skills
Who should attend?
This programme is suitable for individuals in the role of distributor channel development or who plan to take a career in channel sales.
2 Days
Programme Overview
In today’s competitive environment, growing your business through an indirect channel can be a smart decision if you are fully prepared with the process and skills to maximize opportunities. The key to a successful channel sales partnership is satisfying mutual business objectives. This takes a commitment to developing a shared vision, strong communication, and flexibility to continuously adapt to change. It also takes solid business development and selling skills to build loyalty and become a truly consultative channel partner. This training module for channel and indirect sales builds the skills needed in order to create collaborative, profitable relationships. Training participants learn to analyze the partner organization, its key players, and it is individual needs with the goal of differentiating themselves at the top of the Partner Relationship Pyramid as a strategic partner vs. being perceived as a less valued technical expert or product provider.
  •  Pre Sales Process- Creating Permanent Journey Plan, Pre Call Preparation & Sales Kit
  •  Dealer Selection Parameters & Advantages of having a Retailer Card
  •  Payment Collection
  •  Range Selling
  •  Merchandising at Dealer outlet
  •  Basic Dealer Sales Process at the outlet
  •  Dealer Objection handling
  •  Calculating Dealers Return over Investment
  •  Training Dealer's Sales staff
  •  Importance and Concepts of Stock Planning

Following a diverse set of learning approaches, both formal & informal are used to create a blended learning solution which includes:

  •  Classroom Lecture or Presentation
  •  Simulations or Role Play
  •  Games
  •  Demonstration
  •  On the Job Training
  •  Videos
  •  Job Aids
Course Outline
Module 1 - Sales Management and the Marketing Mix
  • Sales Management defined
  • Sales Management functions
  • The position of personal selling in the Marketing Mix
  • The Sales Competency model
  • Major mistakes Sales Managers make
Module 2 - Planning, Strategy and Organization
  • Sales planning fundamentals
  • 'SWOT' analysis
  • Formulating sales strategies
  • Sales forecasting techniques
  • Organizing the sales force
  • Structuring and deploying the sales force
  • Territory design, Allocation, and Management
  • The build-up and breakdown (Territory Design Models)
  • Key account management: best practices
  • Account analysis methods 
Module 3 - Sales Process Management
  • Understanding the psychology of the Buyer
  • Characteristics of Successful Salespeople
  • Identifying the components of the Sales process
  • Selling 'ASAP'
  • A framework for change in the sales force
Module 4 - The Customer-Driven Salesforce
  • Sales management capstone competencies
  • The recruitment of a sales force
  • Recruiting and staffing of a Salesforce
  • Determining the number of Salespeople (models)
  • Training and coaching the Salesforce
  • Developing and conducting a Sales training program
  • The field training process
Module 4 - Team Leadership and Motivation
  • The team development cycle
  • Identifying team roles, strengths and weaknesses
  • Coaching salespeople for peak performance
  • The Sales Coaching process
  • Leadership principles and skills
  • Situational leadership
  • Motivation guidelines and principles
  • The Motivation Mix
Module 5 - Sales Performance Management
  • The critical importance of setting Standards
  • Types of Standards
  • Characteristics of an effective Appraisal System
  • Criteria for results-based evaluations
  • Qualitative and quantitative measures of performance
  • Sales evaluation models

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