Distributor and Channel Partner Management
Sales through partners means depending on people you do not employ to represent you properly. This course covers selecting distributors, supporting them and managing performance across a channel.
Course outline
What this programme covers, module by module.
- 01Selling through people you do not employ
- 02Selecting partners on capability and market fit
- 03Margin structures, incentives and terms
- 04Enabling partners: training, materials and support
- 05Channel conflict with direct sales and between partners
- 06Performance monitoring, sell through and stock visibility
- 07Underperformance, disputes and partner exit
What you will gain
- Select channel partners on capability and fit
- Structure margins and incentives sensibly
- Support partners to sell effectively
- Manage conflict between channels and direct sales
- Monitor partner performance and stock movement
- Handle underperforming or exiting partners
Who should attend
- Channel and distribution managers
- Sales managers working through partners
- Business development staff
- Export and regional sales professionals
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 9 to 11 Nov 2026 | Cape Town | 3 Days | R13,000 | |
| 23 to 25 Nov 2026 | Johannesburg | 3 Days | R13,000 | |
| 11 to 13 Jan 2027 | London | 3 Days | US$1,500 | |
| 8 to 10 Feb 2027 | Pretoria | 3 Days | R13,000 | |
| 19 to 21 Apr 2027 | Durban | 3 Days | R13,000 | |
| 14 to 16 Jun 2027 | Cape Town | 3 Days | R13,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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