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Sales Team Strategies |
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One of the most important
decisions a company is going to make is how to go to market with their
products. Do you hire a broker network, or do you create your own
sales force or do you set up a telemarketing sales team. We can help
you evaluate what would be the best path to pursue. |
| Outsourcing your Sales
Team |
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| Sales Outsourcing: We
would provide you a list of the key brokers and resellers for
your targeted channels. As part of the ‘Channel Plan’,
we will identify those brokers that are specialists in those
corresponding markets. |
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Broker Management: We
will let you know what would be the best way on how to:
1.)
Interview brokers/resellers
2.) Devise the best broker payment strategies
3.) Incentive programs for their sales forces
4.) How to create and manage contracts |
| Telemarketing:
We will show you the best telemarketing agencies who are specialist
in your key channels. We can also educate you on the best telephony
systems appropriate for your business. |
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Creating Your Own Sales
Team |
How to Source A Sales Team: How do
you find the right people to bring on to your team? What type of background
and education should we be looking for? What’s the average salary
in our business for sales people?
We can show you the best strategies on how to recruit the best people. |
Related Subjects
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| Direct versus Indirect Accounts:
We will help devise a strategy determining your delivery brackets
for your customers. We can help identify which accounts would
be better for direct or indirect business. |
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Sales Planning: We
could show you the ‘best practices’ that are related to
sales planning. Are your products seasonal? Do you need a forecasting
system? Do you have to depend on co-packers for your business? Or
even more so, do you have to depend on production from outside of
the country? We can help you in your sales planning efforts! |
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Territory Development: We
can create specific territories for your needs. This would include
the target/customer lists. Details such as address, buyer, phone number,
email address and others will be featured.
The subject of territories outside of the country can also be discussed,
especially for Canada and Mexico. |
| Sample Territory Details:
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| If a manufacturer specializes in
sporting goods, we would put together a listing of targets specific
to their preferred channels. |
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***What if your company
had products that catered to a lot of channels. How do you create
territories that would sell to many different retail outlets in one
area? We can teach you how to target multiple channel outlet types
in one area.
Manufacturer Example: Beverage Company |
| We can create territories that are
specific to all of
your selected channels. In this example in one
neighborhood, we have two health food stores, a print shop,
a hardware store, a video store, a health food supermarket,
three pizza parlors, a greeting card store, a haircut place,
an ice cream place, a beauty supply store, a florist, a sporting
goods store and a video games store amongst many other stores. |
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Channel Strategies
(Examples)
