Professional Documents
Culture Documents
Program Concept
SELLING IS NOW LARGELY DONE THROUGH DISTRIBUTORS. This seminar recalls and explores the rationale for all these outsourcing moves in the last couple of decades. Various anatomies of distribution are viewed and benchmarked against their own strengths and weaknesses. The seminar then proceeds to discuss the perspectives of both the principal and the distributor in the critical game of finding each ones match. The distributor specialist has a multi-faceted role in the framework and this seminar helps identify competencies required to be effective and successful in fulfilling his or her responsibilities.
14 Ilang Ilang, Waters Center, New Manila, Quezon City | Telefax 7222318 727412 41200034 info@mansmith.net | www.mansmith.net
Program Overview
Module 1 : Why Sell Through Distributors
The Rationale Of Selling Through Distributors Key Success Factors Of Selling Through Distributors Issues And Pitfalls Of Selling Through Distributors Anatomy Of Distribution Models
Module 5: Handling Distributor Issues And Performance Related Problems Proactive Issue Prevention Systematic Approach To Handling Issues Techniques In Handling Issues
14 Ilang Ilang, Waters Center, New Manila, Quezon City | Telefax 7222318 727412 41200034 info@mansmith.net | www.mansmith.net
General Manager of Integrated Marketing and Distributor Services General Manager of Health Menu Nutraceuticals District Sales Manager- General Trade, Abbott Vice President of Nestle Laboratories (Phils), Inc. Vice President of Unilab Vice President of Splash Corporation This seminar was highly informative Vice President of Golden ABC as it enhanced my skills in Managing Vice President, Sales and Marketing of Distributors. Some of the topics can ADD Research Paints and Chemicals also be applied to my sales force. AVP of Technolux Equipment AVP of Aboitiz One Distribution Lastly, the speaker did a very good Marketing Manager of Herbs & Nature Corp. job in handling the seminar, no dull Marketing Manager of Philusa Corporation moment was experienced. Cesar Sales Manager of 3M Philippines Reyes, National Sales Manager, Zuellig Pharma Sales Manager of Cheng Ban Yek Sales Manager of WD Characters Retail Sales Manager of Siemens, Inc. Trade Marketing Manager of Ajinomoto Regional Sales Manager of Abbott Laboratories Regional Sales Manager of BP Philippines Technical Services Manager of HBC, Inc. Sales Manager of W.R. Grace Sales Distribution Manager of JT International Philippines Channel Sales Manager of Infocom District Manager of Ecolab Senior Account Manager of Globe Telecom Distribution Manager of Pfizer Phils. BU Head of Unilab Junior Account Manager of Siemens Caption describing picture or graphic. Sales Engineer of Phelps Dodge Team Head of Merck, Inc.
14 Ilang Ilang, Waters Center, New Manila, Quezon City | Telefax 7222318 727412 41200034 info@mansmith.net | www.mansmith.net