2 für 1 Angebot – Indirect Sales

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Inhouse: Indirect Sales

Programme and Objectives

Target Audience

Sales staff, sales managers, marketing and sales managers

Inhouse Duration

2 days

Time: 09:00 - 16:00

Day 1: Fundamentals and Strategies of Indirect Sales

       09:00 - 09:30: Welcome and Introduction

       Introduction round of participants

       Presentation of Inhouse objectives and agenda

09:30 - 10:30: Workshop 1: Direct vs Indirect Sales

Brief presentation of the differences and respective advantages and disadvantages

Group work: Participants work in small groups to identify the pros and cons of direct and indirect sales using case studies and present their results

10:30 - 10:45: Coffee break

10:45 - 12:00: Presentation: Price and Product Optimisation in Indirect Sales

Theoretical basics of pricing and product adaptation

Examples from successful companies

12:00 - 13:00: Interactive Exercise: Developing Pricing Strategies

Group work: Participants develop pricing strategies for a fictional product in indirect sales and present them in the plenary session

13:00 - 14:00: Lunch break

14:00 - 15:30: Discussion: Challenges and Opportunities in Indirect Sales

Open discussion about challenges participants have experienced in indirect sales

Gathering best practices and solution approaches

15:30 - 16:00: Reflection and Closing of Day One

Participants share their insights from the day in an open round

Day 2: Support, Motivation and Sustainable Development

       09:00 - 09:30: Start of the Second Day

       Recap of the first day and expectations for the second day

09:30 - 10:30: Presentation: Support and Sustainable Development in Indirect Sales

Strategies to support sales partners

Sustainability in sales: significance and implementation options

10:30 - 10:45: Coffee break

10:45 - 12:00: Group Work: Developing a Support Concept

Participants develop a concept to support their sales partners in groups and present it

12:00 - 13:00: Interactive Session: Motivation and Incentivisation in Indirect Sales

Presentation of various motivation and incentive models

Brainstorming: Participants share creative ideas for motivating their sales partners

13:00 - 14:00: Lunch break

14:00 - 15:30: Role Play: Incentivisation in Indirect Sales

In role plays, participants try out different incentive approaches and participate in feedback rounds to reflect on their experiences

15:30 - 16:00: Closing Session and Feedback

Participants reflect on the two days and share what they are taking away

Closing remarks and farewell

Methodology and Interactivity

       Small group work: Encourages exchange and collaboration among participants.

       Role plays and simulations: Allow participants to experience practical situations.

       Discussions and brainstorming: Create space for creative ideas and sharing best practices.

Reflection and Feedback

Supports personal development and the transfer of what has been learned into practice.

Materials

       Flipcharts, markers, presentation materials

       Handouts with the most important information

Objectives

After the Inhouse, participants should have a deeper understanding of indirect sales and be able to develop effective strategies for pricing, product optimisation, support for their partners, as well as motivation and incentivisation.

Objective: International Sales via Trading Partners

Motivation and incentivisation through monetary and non-monetary factors. Proactive action is the only way to achieve growth!

Your Trainer

Roberto Capone and team