Making channel sales work ten tools to create a world-class third-party selling program

A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers.Create a World-Class Third-Party Selling Program!Channel sales is selling that takes place by means of any third party. Sales...

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Bibliographic Details
Main Author: Cauchi, Marcus
Other Authors: Davies, David
Format: eBook
Language:English
Published: New York Gildan Audio 2020
Edition:Unabridged
Subjects:
Online Access:
Collection: O'Reilly - Collection details see MPG.ReNa
Description
Summary:A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers.Create a World-Class Third-Party Selling Program!Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term!Regardless of what it's called, this model presents both special challenges and special opportunities. Whether you are an early-stage venture or a small vendor of products, intellectual property, or services looking to build your footprint quickly and reliably; whether you already have a channel process in place and you want to improve or revitalize it,or you are aiming to create your first channel program from scratch; whether you are working with a group of independent agents or you are looking to build a franchise operation from the ground up-this book has been written with you in mind
Item Description:Downloadable audio file
Physical Description:4 hr., 41 min.
ISBN:9781469081014