Introduction

This on-line field sales manual is a revised, edited and modernized version of the training manual I wrote for the nation’s largest channel sales and training company, TempReps, Inc* (a company with hundreds of field reps that has launched over 400 products for over 150 vendors including Lotus, Canon, Microsoft, HP, Corel, Adobe, and executed over one million channel promotions).  I hope you find it helpful.

It contains sales and presentation techniques used for in-store presentations to independant resellers, franchise and local chains (such as MicroAge, Mom&Pop stores, SoftWarehouse, etc.), or to train existing accounts (such as Electronic Boutique, CompUSA, Computer City, Fry’s, PC Connections, etc.) that already carry your product but don’t know how best to sell them.

Although two-tier field reps, when training, may not always ask for an order and expect a check, they should still motivate the reseller to place an order through distribution--or at least purchase an eval kit. All the dealer training in the world won't do any good unless the dealers act. A channel rep's job is to get results and results means sales!

The Steps of the Sale

How do you get a dealer to act on the product you show?  Fortunately there are several time-proven methods that can help you get results. All sales calls follow, "The Steps of the Sale."

This five step formula is what all top channel reps use to guarantee success:

• 1. Pre-Approach
  2. Approach
  3. Set-Up
  4. Presentation
  5. Close

Equals success.

You have heard it said before, "A chain is no stronger than its weakest link." This is also true of this formula. If you are weak in pre-approach, your approach will be weakened. If you do not create the proper buying atmosphere in the set up, your presentations will lack the impact you desire.  If your presentation is weak, then your close will be ineffective.  If you fail to close effectively, all of the time you have spent is wasted.