companies that have many potential customers
within their national border, setting up a
national dealer network is vital to the
coverage of the market in the entire
country. The course will cover the whole
recruiting process of the dealers as well as
the management and change of the dealer
participants to acquire expertise in setting
up and managing dealer network in the
The ability to set
up an effective dealer network and manage it
well will result in an adequate coverage of
the market in the country. This will enable
the company to the network to achieve the
desired market share and sustain its growth
Who Should Attend?
marketing personnel who are responsible for
coverage of the market in the entire country
through the dealer network!
Why use Dealers?
choice of channel
qualitative decision criteria
dealer functions and responsibilities
sources of dealers
dealer agreement, including a sample
Business Plan with Dealers
points to consider
how to determine sale staff needed
How to Motivate
types of power over dealers
sample audit forms
in Dealer Relationship
Lecture, case study, role
play, exercise, & extensive discussion.
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