For both in-house sales and indirect sales channels with sales representatives or authorized dealers, it's important to understand the legal options and proceed strategically. This is especially relevant for young companies operating in the digital sector. Are tried-and-tested sales channels compatible with the new, high-tech industries, or do startups need to take completely new approaches to their sales strategy?
The workshop provides insights and tips on how to implement your sales strategy in a legally sound manner:
- Legal peculiarities of self-distribution
- Distribution through third parties: commercial agents and authorized dealers
- Which form of distribution is the “better”?
- What happens in a warranty case and who has to compensate the customer?
- Which incentive models for your own sales staff are practical?
- Compensation entitlement, employee shares, support services and other details
- Which customers belong to whom and how can you address them?
