Virtual Training on Aggressive Market Penetration Training: Battles for Market Share

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

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.

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