Breakthrough Channel Sales Manager

PROGRAM BRIEF

Dealer sales networks demand different approaches and controls from managing a traditional direct sales force. This course will ensure the channels you have or choose become a value‐added asset to your total sales and marketing plan.

You’ll learn how best to influence your channel partners’ profitability, allocation of sales time and how they present themselves to the marketplace. In addition, you’ll explore the criteria used by Dealers to evaluate manufacturers.

This workshop will assist channel managers to successfully work with channel partners, develop end‐to‐end channel sales procedures, prevent “share shift” syndrome & truly reach new markets through new channel partners.

Channel managers will learn to leverage channel partners to increase business by working with channel partners on business planning, territory / segment planning & associating with channel partners’ teams. Channel Managers will learn what it takes to manage the relationship and reduce inter channel conflict include management of price wars and territory wars.

The Breakthrough Channel Sales Manager (BCSM) is a program designed by Prajna’s Sales and Leadership Coach Shiva Vaid and is a Copyright program that is customisable to the business of Organization’s specific to the country of its operation.

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