MAKING CHANNEL SALES WORK: Ten Tools to Create a World-Class Third-Party Selling Program
Marcus Cauchi · David Davies
Aug 2020 · Gildan Media · Narrated by Liam Gerrard
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4 hr 41 min
Unabridged
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About this audiobook
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.
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.
About the author
Liam Gerrard is an award-winning voice artist with over ten years of experience working in every field of the voice industry, as well as a highly acclaimed stage and screen actor. A 2017 Audie Award nominee, he has narrated over thirty audiobooks in a wide range of genres and styles.
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