Parties that operate as intermediaries for manufacturers or sole distributors are called by many names – retailers, dealers, re-sellers. Finding an appropriate partner in the channel system to work with can be quite dicey as such intermediaries do not only sell your products but others as well. Furthermore, there is the tendency to lean towards monetary reward even if the product’s quality is in question. However, during these tough times, it is imperative that the dealers account be highly consolidated so that these dealers will continue to remain loyal to your company and push your product in the market place.
Objectives
At the end of the course, participants will be able to:-
| • |
|
Identify key dealers to target for managing. |
| • |
|
Understand the process of managing the dealers. |
| • |
|
Obtain referrals for new businesses, if any. |
| • |
|
Develop a relationship-building plan – bonding techniques. |
| • |
|
Conduct effective sales meetings relating to managing of key dealers. |
| • |
|
The application of certain forms that will assist effective management of key accounts. |
| • |
|
Value each account as a main contributor to the company’s overall business performance. |
|
