September 2024
Intermediate to advanced
260 pages
8h 42m
English
Content preview from Sales Management for Start-ups and SMEs
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Chapter 17 Working with partners and resellers When should we sell through other organisations and how can we best manage these relationships?
Why work with partners and resellers?
The ecosystem of partners, agents, resellers and distributors is huge and exists across multiple sectors. Why do so many companies build and maintain networks of partners? Here are some of the reasons it can be worth considering selling through/with other organisations:
- To access new markets (for example, other geographies).
- To leverage others’ skills (for example, selling products through technical specialists).
- To build your sales capacity (where recruiting your own team would be too expensive).
- To offer unique value (for example, ...
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