Selling through Distributors
3 days
Managing products through a distribution channel.

You will learn:

- The special roles and responsibilities of distributor sales personnel
- The principles and practices of distribution marketing
- The roles of the distributor and principal and their relationships
- How to motivate others to achieve targeted results
- How to train distributors and their staff
- Producing, monitoring and evaluating business plans
- The financial operation of distributor businesses
- Criteria for selecting and appointing distributors
- How to negotiate to mutual advantage
- How to handle field visits
- Distributor development strategies