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Roff-Marsh Webinar
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When: 08/20/2010
11:00 AM

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Justin Roff-Marsh Presents
"How to sell through intermediaries (agents, distributors and manufacturers' reps)"

Structuring 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 ( 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.