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Aggressive Market Penetration Training: Battles for Market Share

By: Tom Associates Training  

Lagos State, Nigeria

18 - 22 Jul, 2022  5 days

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NGN 195,000

Venue: 5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-iroko Bus-Stop, Ikorodu Road, Anthony Village - Lagos, Nigeria

Other Dates

Venue Date Fee  
5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-iroko Bus-Stop, Ikorodu Road, Anthony Village - Lagos, Nigeria, Lagos State, Nigeria 07 - 11 Nov, 2022 NGN195000

A five-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.

Course Contents

Day One

Differentiating the “Order-Taker” from the “Sales-Person”.

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
    • Prioritise the customers

Developing the Major Accounts

  • Qualifying Customers – Criteria for Prioritising
    • 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
  • Maximising 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 analyse the motivations and priorities of key buying influences.

Day Five

Consolidation

  • 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.

Note: Available as Classroom Training as Well as Online Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-iroko Bus-Stop, Ikorodu Road, Anthony Village - Lagos, Nigeria Jul 18 - 22 Jul, 2022
5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-iroko Bus-Stop, Ikorodu Road, Anthony Village - Lagos, Nigeria, Lagos State, Nigeria 07 - 11 Nov, 2022

Registration: 08:30:am - 03:30:am

NGN 195,000.00(VAT Inclusive)
(Convert Currency)

Tolu Jegede 08178591654

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.

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