Sales Training
Retail Van Operations
Duration
2 Days
Target Audience
Van Sales Representatives - up to 20 people...
The Need
Van operations cover the middle and lower Grocery Channels. These outlets are critical for establishing a wide reach for a brand. Yet, the Reps here are usually the least qualified and trained. Winning with these outlets is the best way to consolidate a brand’s position in the market and with consumers. It is also a sure way to successfully launch new brands. Focus is on:
- Complete coverage of the routes
- Achieve daily $$ target
- A high closing rate of +70%
- Product placement is in the “Line of sight”
Content/Structure
Day 1
- Understanding Coverage & ND
- Basics of Selling
- POP
- Steps Of The Call
- Selling Tools
- Setting Objectives
Day 2
- Persuasive Selling Format (PSF)
- Brands’ Features & Benefits
- Communication Skills
- Handling Objections
- Call Analysis
Output
Reps. Will learn how to effectively build relations with the grocers such that they regularly attain their Distribution and Visibility goals while also learn how to Operate Efficiently to complete their daily journey plans thus deliver Volume and Sales Fundamentals, adhere to their Coverage, know how to care for their Vans/Equipment, and how to motivate their driver to work as a team .