Both courses are designed principally for reseller partners’ new sales recruits and would equally be suitable as refresher courses for more experienced sales professionals. Experienced ScanSource Subject Matter Experts will deliver these one-day courses, providing an in-depth overview of the development, infrastructure and solutions involved in today’s telecoms and data communications business markets. Resellers can work together with the ScanSource team to design and develop courses on a case-by-case basis.
“The key aim with these courses is to offer resellers an easy and convenient way to get new recruits up-to-speed with what they need to know to sell to end customers,” said Kim Jennings, Sales Manager, ScanSource Communications Europe. “We do this by putting in context the ‘jargon’, technologies and terminology involved in today’s sales conversations, while transferring the same expertise to resellers’ sales teams.”
The courses will be organised under the umbrella of ScanSource University, complementing the distributor’s existing vendor product and solution sales training programmes, which have proved highly successful among the reseller community since their launch earlier this year.
“Training and education is at the heart of our value-added offering,” said Gregory Genart, Merchandising Director, ScanSource Communications Europe. “It’s the key to making a vendor’s product portfolio more accessible to resellers of any size, and indeed, as in the case of many vendors, it’s critical that resellers get the accreditations they need to be authorised to sell the products. With ScanSource University, we offer a range of courses that help resellers to not just take orders for the products in question, but really understand how to guide end customers through the buying process.”
“I was really impressed with the IP Office Sales course I attended,” said Don Moore, Telecom Resource Ltd. “Having now attended, I would say it’s a shame I did not go through this course earlier. The whole ScanSource-Avaya proposition in particular is hard to beat and we are now looking forward to reigniting our Avaya IP Office business. Although my team has quite a few years’ experience working in telecoms, I have to say that the training was exactly what I needed, and the method of delivery was excellent.”