In essence Channel sales ensures sell-in, Channel Marketing ensures channel sell-through.

A practical informative sales workshop that deals specifically with retail sales and channel marketing

Sales people, sales systems and sales strategies

• Your sales executives will come back to the company with a feasible working plan

• Your sales executives will have a better understanding on how to approach the retail sector

• Your sales executives will be able to plan their route and use their time effectively in the retail stores

• You sales executives will be able to communicate with the purchasing and line managers in retail stores effectively

• Your sales executives will be able to execute their plans and strategies, ensuring that objectives are meet, and in turn reach their targets

• Understanding of channel marketing

• Effectively working with resellers

• Educating resellers

• Getting resellers to highlight your product

• Direct or Indirect channel marketing

“This workshop defines every sales step, including personal experience and constant interaction with the class, excellent.”
Cadbury

“Very good, one of the best sales courses I have been on!”
SAB

“The course had logical development, the facilitator efficiently guided us, and I definitely benefited from this course”
Coke a Cola

“The course is very practical and interactive and very well structured”

Samsung

“A comprehensive, insightful overview covering all aspects of sales Great examples of practical experience highly recommended to all involved in the sales and marketing field”
British American Tobacco

To change the way a sales person sells is difficult, as it is hard to change personality traits, but training a sales person on how to sell, with understanding and ensuring that the implementation of the skills is not immediate but over a period of time which will enhance the productivity of the individual.

In order to equip sales executives with the skills and understanding as to their function, and to bring in the business in a cost effective, consistent and measurable way the following needs to be focused on:

To understand that eighty percent of the sale is done prior to meeting the client, this is achieved by following the seven basic steps to a sale

Sales is not an exact science, making a sale is largely in the hands of a company’s sales executive, if they are not using the right approach or are ill equipped to represent your company, your competitor will more than likely benefit, chance favors the prepared mind!

The course looks at the following aspects:

• The seven steps to a sale

• Sales readiness

• Time, planning and area management

• Systems, strategy and people

• Needs dialogue

• Sales structure

• New business development

• Accounts management

• NLP in effective sales presentations

• Delegation of responsibility and accountability

• Key areas and responsibilities

• What influences behavior and attitude

• Evaluating sales performance

• Product and client

• Developing a sales platform

• Killing the client

• Managing expectancies (company and client)

• Sales versus marketing

• The solution sell

• Sales research and development

• Establish a competitive reseller program (authorization, margins, levels, etc.)

• Help recruit resellers

• Prepare the proper reseller collateral

• Create reseller kits (sell sheets, product slicks, catalogs, reseller pricing, NFR product, distribution part numbers, contact information, reviews, etc.),

• Manage reseller database and Partner Relationship Management (PRM) software

• Jointly invest the market development (MDF) and Co-op funds to increase channel sell-through.

• This sell-through is accomplished through managing store, VAR and distributor promotions (spiffs, contest, rebates, specials, training, promotions, etc.),

• Ensuring proper merchandising (retail only)

• Ensuring adequate stocking levels

• Running reseller education

• Setting up motivational contest to reward sales Manage seeding programs