Channel Partner Excellence - Strategy and management of sales channels

Decision makers who face the decision whether or not to develop sales through indirect sales channels – or who may even have decided to do so. You need sparring and insight into sales channels activities. Typical participants are sales- and export executives.

As a participant on Channel Partner Excellence you will get a clear model for structuring and managing sales and distributions channels. At the same time you will learn to create understanding for your management task, and you will be able to see your value in the organisation. You will acquire skills enabling you to create partnerships with your distributors, understand their business and create results through their organisation.

Inspiring presentations combined with the instructor's own practical experiences, exchange of experiences between participants, group work and individual tasks based on examined theory and cases. During the course the individual participant will organise an action plan for development of the company's strategy on sales and distribution channels.

• The efficient sales channel - representative and distributor
• Assess your current sales channels
• Use marketing to enhance comprehension of your value
• Flexible and efficient Channel Manager
• Motivation for mutual win/win results
• Take control over financial goals
• Implementation of training programs
• Assessment and management of performance
• Sales forecasting
• Assess your decisions and actions
• Understanding values - see yourself as a profit centre
• Strategy and tactics
• Personal action plan

The course is held as a 2 day non-residential course. Tuition takes places at the following times:

1. Day 1 from 09:00 to 16.30
2. Day 2 from 09:00 to 16.30