Selling Through Independent Reps
Who should attend?
Corporate and divisional directors of sales and marketing or other executives charged with creating and/or managing an independent sales force would benefit from this program.
Do you use an indirect (i.e., independent) sales force to reach either end-users or resellers (such as distributors or wholesalers)? If so, this course is for you. Increase your knowledge of the structure of rep channels and how to use them to help your market segmentation strategies succeed. Many companies work with independent reps “the way they’ve always done it.” This course challenges the status quo by taking you back to the beginning of the decision process. Under what circumstances should you be using independent reps? What is the “ideal” rep profile for your company? How well do your existing reps “fit” this profile? After answering these questions, you progress to the tools and techniques necessary to motivate and manage your rep network.
“Got to the pulse of sales issues — what a great topic.”
Tom Bergan, Sales Director/VP of Sales, McKay Nursery Co., Waterloo, WI
The University of Wisconsin-Madison, as a member of the University Continuing Education Association (UCEA), authorizes this program for 1.4 Continuing Education Units (CEUs) or 14 hours.