Programme - Selling To and Through

This programme is designed for those selling through Dealers or Channels.  In this environment we are selling to the channel to persuade them to set up the right infrastructure to sell our product.

We are not selling our product directly; we are selling them on the idea of creating a process for our product.  Marketing plans, training plans, product training, promotion, compensation plans and so on.

This programme defines the Channel management role by identifying all of the commitments that the Channel manager might gain from the channel.

Our ability to achieve these commitment is greatly determined by the product portfolio of the channel.  If we are the only source of product we have a great deal of power.  If we are just another name in the catalogue, then we have very little power.  Most situations are in the middle.

Often we are also selling through the channel, when they take us in to see prospects.  We are talking to end users directly.  To address this issue, this programme includes parts of the Foundation Programme

If you have any questions about this
programme view our faqs, call us on 0845 125 9098 or click here to complete the contact form