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Event Info

Why Invest

Improve your trade maths and selling skills towards the perfect sales call

PROGRAMME OBJECTIVES

  • Understand the basics of trade maths and selling skills 
  • Understand what effective strategic customer contact involves
  • Learn the key deliverables required for a good sales call

TARGET ATTENDEES

  • Field Managers 

DURATION & FACILITATION

  • 1 full day in workroom 
  • Specialist facilitator
  • 12-15 people per group
     

PROGRAMME OUTCOMES

  • Knowledge to interface more effectively with customers for improved long-term relationships with customers
  • Increased commercial capability skills
  • Know how to do basic retail maths equations
  • Understand how to calculate the size of the prize for the customer
  • Understand key stock management measures

PROGRAMME OVERVIEW

The Selling Environment

  • Assessing the Landscape
  • The SA FMCG Industry 

Fundamentals of Selling 

  • Defining Selling Objectives
  • Customer Needs and Drivers

Targeting the Shopper

  • Shopper Needs 

Customer Profitability

  • Margin & Mark-Up

Features and Benefits 

Stock Management Measures

  • Stock Productivity Measures
  • Planograms

The Perfect Sales Call

  • Pulling It All Together for the Perfect Sales Call

Awesome programme, very informative, very relevant; gave me a better and bigger picture of my role in the industry.   – Field Manager

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