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 Training  

Lagos State, Nigeria

06 - 09 Feb, 2018  4 days

Follow Event

  

NGN 150,000

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. Feb 06 - 09 Feb, 2018

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

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

NGN 150,000.00(Including VAT)
(Convert Currency)

Mr Abiodun Toki 08033019120

Discount of 5% to 3-4 participants, Discount of 10% to 5 or more.
Related Courses
Office Management Training for Officers and Managers Office Management Training for Officers and Managers

5 days, 03 - 07 Dec, 2018 

2018-12-03 12:12:00
Lagos State, Nigeria

Tom Associates Training

By the time the training ends, Officers and Managers who participate in it will: Have learned how to work well in ways that maintain and improve efficiency and productivity Be able to successfully ...

Anti-Money Laundering, Economic Crimes  and Countering Terrorisim Financing Course Anti-Money Laundering, Economic Crimes and Countering Terrorisim Financing Course

3 days, 21 - 23 Oct, 2019 

2019-10-21 12:10:00
Lagos State, Nigeria

Tom Associates Training

Executives in banks, non-bank financial institutions and other business organizations that move money internationally, especially those manning operations of the treasury and international functions ...

Internal Audit Course Internal Audit Course

4 days, 11 - 14 Dec, 2018 

2018-12-11 12:12:00
Lagos State, Nigeria

Tom Associates Training

This Internal Audit course will discuss the following. Day One Review and Appraisal of Operations  Compliance with policies, plans and procedures Safeguard of assets Detection and prevention of ...

Comprehensive Basic Accounting Training Comprehensive Basic Accounting Training

5 days, 10 - 14 Dec, 2018 

2018-12-10 12:12:00
Lagos State, Nigeria

Tom Associates Training

This programme takes the employees responsible for running the Accounts and Finance functions of the organization through their core duties. They will be taken through the step-by-step process of ...