Sales Training
Traditional Trade
Duration
2 Days
Target Audience
Sales Representatives with focus on Pre-Sell Representatives - up to 20 people...
Middle Retail & Wholesale Channels
The Need
In many markets the Wholesale and the Middle Trade Channels account for +50% of total business. Yet, the seeming “unsophisticated” nature of the customers here leads many companies to NOT prepare i.e. “under-invest” in their Sales Team’s ability to beat competition here. There is a clear need to provide a framework of essential Selling Skills Tools, Processes and Knowledge to the Reps’ so they can succeed in building effective relations, call excellence and business results.
Content/Structure
Day 1
- Brands’ Features & Benefits
- POP Drivers
- Persuasive Selling Format (PSF)
- Customer Data
- Determining Customer Needs
- Number-based Calculation: Margins & Mark-ups
Day 2
- Steps of The Call
- Communication Skills
- Handling Objections
- Selling Tools
- Call Analysis / Feedback
- Admin. Work needed
Output
Reps. Learn to master the Sales Fundamentals and be equipped with the Selling Skills to operate Efficiently & Effectively. Closing rate will go up significantly and customer agreement to company proposals will allow the company a clear competitive advantage.