From the course: Sales Channel Management
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Key account and channel reviews
From the course: Sales Channel Management
Key account and channel reviews
- Obviously, for sales people, the favorite part of our job is when our account places an order. It's the culmination of hard work, and the reward for providing them with a product or service that fills a need. Sometimes when I tell people my next favorite part of the sales process, they look at me funny and wonder if I'm kidding, but I'm being totally serious. After closing a sale, I've always enjoyed the part of the sales process when we do follow-up sessions with the customer, business reviews with accounts, and annual evaluations of the business. Doesn't sound like a fun part of our job, in fact when done right they're a lot of work. However, the information learned and exchanged can be invaluable, and so critical to achieving long-term success. Customer channel reviews are quite similar to the SWOT analyzes you've done in the exploratory stages of channel sales prep work. You've got established relationships now with channel partners, key accounts, and corporations. Now you want…
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