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The Dealers – Who Are They? |
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The role of dealers in your business |
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The appointment of dealers |
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How many appointments in a single territory |
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Are dealers in it full time, or as part of a larger business interest |
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The Value Chain Of Your Organisation
(Group exercise included) |
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Are you well supported in servicing your clients? Applying the value chain to determine the “red” spots in your organisation |
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The SWOT analysis of your service ability to your clients (Video screening included) |
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Who’s who in the buying team of your client |
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Be aware of what your dealer wants |
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Developing a relationship with your dealer |
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Know the forces that will affect a dealer’s performance |
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Negotiation-Selling Strategy
(Case studies included) |
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The 4 characteristics of effective sales negotiators |
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Understanding basic sales negotiation principles |
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The importance of “negotiation follow-through” |
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Are you prepared to negotiate for a renewed contract? |
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Sell your unique factors |
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Listing your value-added support services |
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Understanding Dealer’s Power |
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Understanding Seller’s Power – you are the salesman. Do you know what it takes to sell and maintain an account? |
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