Managing Indirect Distribution Channels – B2B Sales Essentials℠, B2BSE-29

Session Length: 8 hours* | Target: All staff, all Levels | Prerequisites: none | Delivery: taught live or webinar

This module focuses on selling products and services through third party (indirect) distribution channels, whether through secondary B2B, B2C, or retail sales channels. The best practices for gaining an indirect distribution channel partner’s mindshare and shelf space are explored, along with practical issues such as training dealer staff and supporting their sales efforts.

• Topics in Managing Indirect Distribution Channels include:
  • Indirect Distribution Basics
  • Profiling Sales Agents and Indirect Distribution Locations
  • Prioritizing Time Between Points of Distribution
  • Indirect Distribution Partner Visitation
  • Gaining Indirect Distribution Partner Mindshare
  • Developing Indirect Distribution Partner Staff
  • Dealing With Unacceptable Indirect Distribution Partner Performance
  • Indirect Distribution Partner Expansion