SALES CHANNEL DEVELOPMENT

SPEAKER:

Gregory Cohen, President, Moneris Solutions, U.S.A.

SESSION DESCRIPTION:

In this highly competitive business environment, successful payment organizations are always looking for new sales channels. In Sales Channel Development learn how your company can utilize a variety of distribution channels to maximize profitability and growth. Gain a better understanding of what would work best for your company by learning about the benefits and risks of five primary distribution channels: direct sales; telesales; agent banks; referral entities; and the Internet. You will learn the framework for success, including several key components such as: advantages, disadvantages, programs, marketing, and compensation.

LEARNING OBJECTIVES:

At the end of the course, participants should be able to:

• Describe your sales channel options, their benefits and their pitfalls
• Compare and contrast the benefits and pitfalls of using direct employees for each of the sales channels with the use of independent contractors
• Explain how to use a model to determine ROI for various channel/employee selections you might make
• Determine which channels make the most sense for your organization
• Cite best practices for recruitment, hiring, managing and retaining your sales force
• Develop an effective plan of action for channel usage

AUDIENCE:

This course is appropriate for experienced payments professionals and is intended for individuals responsible for strategic-level thinking within their organizations. Participants should have several years’ experience in the payment arena and have a thorough understanding of both the payments process and roles of the various players in the electronic payments industry.

LENGTH:

2.5 hours plus final course exam

FEES:

ETA Member: $195
Non-member: $250

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