Reseller Strategy

Have you ever wondered why some distributors are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?

Reseller is the same as Distributor, Jobber, Wholesaler, Manufacturer's Rep, Value Added Reseller, Retailer, Dealer

After reading this book, you should be able to address the following objectives:

• Identifying your key Reseller issues and challenges
• Identifying your fundamental interaction strategy
• Determining current and ideal depth of involvement with the Reseller's organization
• Profiling customers the Reseller will call on
• Identifying the marketing, prospecting, sales and customer service activities necessary to sell and develop customers
• Determining the sales and marketing support functions you can provide and which the Reseller must provide
• Matching current challenges to solution characteristics
• Looking at the triad of performance - how much do you own?
• What Resellers must know about your prospects and products before they can sell hard
• Reseller noise and why you want it blaring
• Training issues, what can you provide?
• Conducting "real time" Peer to Peer Performance (P3) Coaching and Strategy Sessions
• Using P3 to train and coach for optimal performance
• Access strategies to optimize performance