This program is for salespeople who sell their products (goods or services) through a third party account. Typically these accounts are classified as distributors, agents, stockists. The program differentiates and focuses on the selling approach needed to maximise the sales performance "through" an account, rather than to the ultimate (end user) customer. 

The person engaged in this specialised role will need to possess all of the skills of the direct salesperson and more. This program concentrates on the "more" aspect, providing a global approach to market development and benefit. In addition to the specialised selling skills the program considers marketing strategies to accommodate both end user and third party needs. This embraces planning and implementing promotional activity, training and motivating your selling outlet(s), and generally working together in a cohesive and harmonious style.

Program Contents

• The Role of the "Specialised" Salesperson
• The Role of the Third Party Account
• How They Differ
• Distributors
• Agents
• Stockists
• Profiling Your Ideal Account
• Communication
• Negotiation Principles
• Distributor Selection
• Establishing an Effective Network
• Pricing Strategies
• A Workable Agreement
• Training for Success
• Building Long Term Relationships
• Forming Partnerships
• Developing Mutually Acceptable Business Plans
• Objective Setting
• Strategic Planning
• Joint Promotional Activity
• Contractual Implications
• Motivating Third Party Accounts Staff
• Selling the Benefits
• The Benefits to Your Distributor
• Raising End User Awareness
• Avoiding Market Conflict
• Forecasting strategically
• The Effects of a Concession
• Managing Your Time
• Action Plans for the Future

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