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Tip of the Month Archives
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Business Partner Sales Policy: Why you need one!
September 2004 Over 70% of the business partner community complains that it is not clear what their vendors and suppliers really want and expect from them – nor what the business partners can expect from their suppliers. How can you and your company overcome these objections and improve your reputation and your business with your business partners and in the market place? Create and implement a Business Partner Sales Policy. The Business Partner Sales Policy explains the basic roles and responsibilities of your business partners and how you support them in the partnership. This corporate document serves as an integral part of both the partner selection process and the resulting agreement and contract between you and your partners. It may also be called a Business Partner Reference Guide, Business Partner Operations Manual or other similar name. The policies and procedures explained therein help concretize and clarify your business value propositions and expectations, eliminate discussions that impede contract negotiations while encouraging healthy working relationships. Your headquarters staff, your field staff and your business partners will use this document to convey your channel and partner management philosophy and your unique and elegant value propositions to your business partners. And, it provides a simple, efficient and effective mechanism for your management to update its policies and procedures whenever necessary. Benefits and Use Your Statement of Sales Policy is a very powerful and useful tool which achieves the following:
Get the best partners you can. Do it easily, professionally, effectively and efficiently. Make their live simple and easy and yours too! The entire objective is to minimize your risks (you and your partner’s) and maximize your (yours and your business partner) potential. If you need help in creating and implementing a Sales Policy, Business Partner Reference Guide or Business Partner Operations Manual try our Business Partner Sales Policy book, and other channel and partner management publications with tools and templates supporting your channel and partner management processes or email MNSA with your requirements. Subscribe or Unsubscribe We hope you find the tips informative and relevant. If you know of others who would be interested in these tips, encourage them to sign up for our Tips via Email. Should you like to cancel your email subscription, please click here.
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