Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

Aggressive Market Penetration: Battles for Market Share

By: Tom Associates  

Lagos State, Nigeria

05 - 08 Dec, 2017  4 days

Follow Event

  

NGN 136,500

A four-day sales and marketing training on intense and offensive market drive.  With speed, the sales and marketing persons must:

  • Generate awareness for the company’s products
  • Achieve visibility in trade and outlets - wholesalers and distributors, retailers
  • Maximize volume delivery and achieve company’s objectives fast
  • Grow market share for the brands.

Broad Competencies Addressed

  • Initiate more contacts and form strong relationships.
  • Qualify prospects by performing analysis on what, when, and under what conditions they will buy.
  • Effectively apply sales literature, promotions, tactics and offers for specific new transactions with individual prospects.
  • Influence sales outlets by building value and encourage them to believe in the company’s brands.
  • Effectively manage resistance from difficult prospects so as to make successful sales.

Course Contents

Day One

  • Personal Selling Skills
  • Probing skills
  • Objections handling
  • How well you know the customer
  • Sales challenges and sales differentiators
  • Implementing the Sales Strategy
  • Planning the Market Prospecting
  • Develop the right objectives
  • Identify customers' real interests
  • Prioritize the customers
  • Developing the Major Accounts
  • Qualifying Customers - Criteria for Prioritizing
  • Potential size of account
  • History of patronage
  • Previous relationship on other platforms
  • Pressing need for product/service
  • Clear cost-benefit relationship - positive attitude
  • Financial soundness of the customer
  • Customer accessibility.

Day Two

  • Outlets Management
  • Territory Management
  • Territory delineation
  • Route planning
  • The Selling Process - Call Plans
  • Sales target for the period
  • Merchandising
  • Other objectives for the period
  • Adding new prospects and deleting “dogs”.
  • Relationship Management Competencies
  • Offer Analysis
  • Customer benefits
  • What’s special about you - the Appeal.

Day Three

  • Profitable Negotiation
  • Rules of Commercial Negotiation
  • No negotiation when selling is unsure
  • Increase level of customer needs first
  • Concession strategies.
  • Common Negotiation Tactics
  • Bogey
  • Good guy, Bad guy
  • Nibbling
  • Crunch.

Day Four

  • Merchandising
  • Checking the store rooms for stocks
  • Maximizing on-shelf availability and product visibility
  • Effective product placement.
  • “Brain Sell”
  • How the salespersons’ mental agility can increase so as to perform at the very best
  • How to bring high energy to bear for top performance
  • How the salespersons can identify their individual personal strengths and weaknesses and plan for self-development
  • How to analyze the motivations and priorities of key buying influences.
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Dec 05 - 08 Dec, 2017

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 136,500.00(Including VAT)
(Convert Currency)

08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.
Related Courses
Management of Non-Current Assets: Fixed Assets Management Course Management of Non-Current Assets: Fixed Assets Management Course

3 days, 08 - 10 Aug, 2018 

2018-08-08 12:08:00
Lagos State, Nigeria

Tom Associates

This Management of Non-Current Assets: Fixed Assets Management training course will discuss the following: To expose the participants to the Techniques of Assets Maintenance Management. To enable ...

Inventory, Logistics and Distribution Management Course Inventory, Logistics and Distribution Management Course

3 days, 01 - 03 Aug, 2018 

2018-08-01 12:08:00
Lagos State, Nigeria

Tom Associates

Logistics has become a quintessential factor in modern day organizations. This course examines the core issues and skills required to promote production and distribution efficiency, reduce waste and ...

Leading with Emotional Intelligence Course Leading with Emotional Intelligence Course

3 days, 25 - 27 Jul, 2018 

2018-07-25 12:07:00
Lagos State, Nigeria

Tom Associates

In this Leadership with Emotional Intelligence training, managers participating will gain a better understanding of self-management and self-awareness for leadership acumen. This in turn ...

Advanced Human Resources Management Course Advanced Human Resources Management Course

5 days, 13 - 17 Aug, 2018 

2018-08-13 12:08:00
Lagos State, Nigeria

Tom Associates

The programme is to raise the proficiency levels of senior HR specialists. After the programme ends, it will deepen the knowledge of the HR specialists of how their organization’s business runs ...