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Justin Roff-Marsh Presents
"How to sell through intermediaries (agents,
distributors and manufacturers' reps)"
a relationship with intermediaries is particularly sensitive because
tight integration is critical — but, by their very nature,
intermediaries need to retain the ability to operate autonomously.
Roff-Marsh (developer of Sales Process Engineering) will present — for
the very first time — a detailed and practical approach to the
structuring of these relationships. He’ll provide an acid test for
evaluating the viability of intermediary relationships, as well as a
detailed plan to deliver a win for the firm, a win for the intermediary
and a win for the ultimate customer.
About our presenter:
Justin Roff-Marsh is the developer of a TOC-based application for sales
management called Sales Process Engineering (SPE).
He is the founder and managing director of Ballistix — a management
consultancy, with operations in the USA and Australia. He's also the
author of Reengineering the Sales Process and a prolific contributor to
his blog (www.salesprocessengineering.net).
Justin lecturers regularly at international TOC conventions and at
general industry events.
He is generally regarded as a leading thinker
in the field of sales and sales management.
Justin has worked with organizations including GE Energy, Midwesco,
Orion Energy, Drake International and Cargowize, as well as an
assortment of smaller businesses in the USA, Australia and New Zealand.