ascent-world.com

Overview

Selling to distribution demonstrates the knowledge and skills necessary for directing the retail customer through a systematic sales process.

Participants learn how to adjust their sales strategy according to the buying motives of the retailer and how to develop the necessary skills for increasing the retailer's market share, while ensuring optimal stock level.

Target Audience

Duration

Participants Per Program

Objectives

To help delegates enhance their skills for long-term customer relationship building in selling to distribution and retail outlets.

Content

Identifying the typical buying motives of a retailer and demonstrating effective skills to satisfy these.
Identifying the importance of the role of the salesperson in providing service and consultation to the retailer.
Demonstrating skills for building a successful sales process with the customer.
Taking a stock inventory, analyzing it and building needs assessment questions around it.
Delivering a customer-focused presentation about the suggested product mix and services.
Answering retailer concerns and objections in an effective, yet consultative way.
Describing the basics of merchandizing and the importance of 'final-customer' relations.

Our Approach