(this is a monring course, you will need to select an afternoon course as well)
This course has been designed for the manufacturer sales territory manager and executive sales management. This territory manager is called by many titles but they are responsible for a geographical area and they manage distribution and end users within this area. They are fundamentally responsible to gain market dominance on their products within their assigned geography. This half day session is designed for experienced sales representatives who want to learn how to be effective channel managers within their territories. The session pulls together content from many sources to address gaining distributor mindshare, managing line and channel conflicts, displacing competitors, determining which distributor to support in a specific situation, and how to do joint planning with distributors. At the end of the session the sales rep will understand why distributors do some things that seem strange.
“Great course – As a distributor I feel like I had the chance to walk a mile in the shoes of a manufacturer. I feel like a fog has been lifted for my clarity of the manufacturer/distributor relationship.” – Sales
“I am not in sales but I found the information to be beneficial to my overall distribution knowledge.” – Operations
“Very well organized and made me really think about how my vendors look at my company.” – Inside Sales Supervisor
“Wish I could have had this course previously in my life when I was a mfg sales rep. Very Informative.” – Branch Manager
“Excellent course, great information and tools.” – Indirect Sales Manager