Skills Development - Example programme outlines: Working with Partners and Third Party Channels
Many organisations work with partners and re-sellers. Whilst the fundamentals of managing a third party sales organisation are the same as for managing your in-company team, there are differences.
For example…
- What is the leader / manager approach in managing another organisation?
- Is a distributor your customer or an extension of your employees?
- How do you get share of the partner's mind?
This specialist programme answers these and many more questions. Example Contents...
- The partner - principal relationship
- Criteria for choosing a partner channel
- Selecting the right partner using a profiling analysis
- Yours and the partner’s commitments
- Joint business planning
- Managing and developing the relationship
- Campaign planning - marketing and sales initiatives
- Creating and developing share of mind
- Planning and managing business review meetings
- Training and developing partner staff
- Managing differences and channel conflict
|
