Sales Training
Modern Trade
Become "The Preferred Business Partner“
Duration
3 Days
Target Audience
Key Account Executives @ Modern Trade & Channel Chains – up to 16 people...
Key Account Management
The Need
Selling to “Buyers” at Modern Trade is difficult as these are highly trained and professional at their work. A Key Accounts exc. needs to know the Do’s & Don’ts of how to deal with these “counterparts.” Aim is to:
- Secure critical business agreements.
- Get to the point of agreeing “Joint Business Plans”
- Achieve superior “Sales Fundamentals” at best cost vs. what competition pays.
Content/Structure
Day 1
- Internal Sales Planning Process
- Preparing Objectives, Strategies and Persuasive Data/Arguments
- Buyers’ Profitability Measures
Day 2
- Persuasive Selling Process
- The Sales/Business Presentation
Day 3
- Negotiation Strategy & Tactics
- Shopping List
- Negotiation Variables
- Power Grid
Output
KA Exec’s will become more adept at the “Psychological” game going on with the Buyers. Know how to prepare and present thus, creating collaborative relations that lead to best in class results at optimum cost.