Indirect Sales

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