ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Indirect Selling Booking this course If you would like to talk to us about running an Indirect Selling course, please contact us: Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk Selling through others, such as distributors, agents or retailers requires additional skills to selling direct. We must create the right environment and support for the intermediary to sell. This course allows participants to develop their action plan and skills. Overview Selling through other people is particularly challenging. The ‘other people’ may be distributors, dealers, channels or other salesforces in your own organisation. Many people who are good at selling direct to prospects fail when selling via other people. We need an action plan which ‘sells’ to the indirect salesforce and then helps the indirect salesforce to sell. Unlike a direct salesforce, problems with an indirect salesforce result in reduced sales. We need special skills to handle such situations. This stimulating and practical course provides the key skills and strategies needed and helps participants to develop their personal action plans. Who Should Attend All new and experienced salespeople who must sell through an indirect salesforce. Duration 1 Day   Indirect Selling - Course Objectives Participants will learn: learn challenges and evolution of development develop the first part of the action plan by reviewing potential content and discussion of priorities develop the second part of the action plan by the same process of discussing potential content learn the key aspects of review learn the areas of skill development - particular attention will be paid to handling some of the more difficult situations. Indirect Selling - Course Outline The Challenges Of Selling Through Others The supply chain Stages of Intermediary Salesforce Development Action Plan - Part 1 - Basic Plan Training Incentives Memory retention The first sale Promotion materials Administration Competitor briefing Brainstorming, Action Plan Development Action Plan - Part 2 - Building Business Establish the right range of relationships Keeping up-to-date Maintaining focus Action Plan Development The Review Process Goals/Relationship Proposition/Benefits Operation/Materials, etc. Key Skills Key skill range Diplomacy skills: - Difficult situations - Techniques - Enabling behaviours   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling