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Professional Selling - The Foundation Skills

By: Tom Associates Training  

Lagos State, Nigeria

21 - 23 Sep, 2022  3 days

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NGN 155,000

Venue: 5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos.

This is a course to expose participants to:

  • How a business attains top-of-the-mind visibility in trade and outlets
  • How to push feverishly to maximise volume sales and achieve the organisation’s objectives
  • How sales efforts grow market share
  • Merchandising techniques that ensure the brands are available and effectively presented on shelf for purchase:
  • Maximising on-shelf availability and product visibility.
  • Effective product placement.
  • Adequate stocking at all times.

 

Specific Competencies to which the Trainees will be Exposed:

  • Initiate more outlet contacts and form strong relationships
  • Techniques of analysing what, when, and under what conditions customers and consumers buy
  • Sales promotion tactics and offers that build up volume transactions
  • How to influence wholesalers and owners of retail outlets by building value that encourages them to believe in the organisation’s brands.
  • How to effectively manage resistance from difficult prospects so as to make successful sales.

 

Course Contents

DAY ONE

The Organisation Salesperson

  • Basic skills
  • Personal attitudes
  • Personal appearance
  • Vehicle appearance.

The Salesperson’s Responsibilities

  • Arrival at work
  • On the road
  • In outlets.

Route to Market

  • Distribution
  • Deliveries
  • Displays
  • Merchandising
  • Selling.

 

DAY TWO

Market Factors     

  • Competition
  • Wholesaler/retail outlet economic conditions
  • Physical enablers and limitations.

Essential Selling Skills

  • Gaining attention
  • Explaining benefits
  • Anticipating and overcoming objections
  • Closing the sale
  • Promoting buying habits
  • Promoting consuming habits
  • Profit expectations.

Outlets Sales Model

  • Know the customers
  • Know the consumers
  • Analyse traffic
  • Analyse frequency
  • Analyse transaction size
  • Analyse profit potentials.

Merchandising Process

  • Stock of products
  • Levels of brands at back and front of outlet
  • Brand’s shelf position.

 

DAY THREE

Sales Promotions

  • Objective
  • Management
  • Target
  • Outlets
  • Scope
  • Format
  • Roles/ Responsibilities
  • Timing
  • Cost Elements
  • Failure Pills for Sales Promotions.

This is a course to expose participants to:

  • How a business attains top-of-the-mind visibility in trade and outlets
  • How to push feverishly to maximise volume sales and achieve the organisation’s objectives
  • How sales efforts grow market share
  • Merchandising techniques that ensure the brands are available and effectively presented on shelf for purchase:
  • Maximising on-shelf availability and product visibility.
  • Effective product placement.
  • Adequate stocking at all times.

 

Specific Competencies to which the Trainees will be Exposed:

  • Initiate more outlet contacts and form strong relationships
  • Techniques of analysing what, when, and under what conditions customers and consumers buy
  • Sales promotion tactics and offers that build up volume transactions
  • How to influence wholesalers and owners of retail outlets by building value that encourages them to believe in the organisation’s brands.
  • How to effectively manage resistance from difficult prospects so as to make successful sales.

 

Course Contents

DAY ONE

The Organisation Salesperson

  • Basic skills
  • Personal attitudes
  • Personal appearance
  • Vehicle appearance.

The Salesperson’s Responsibilities

  • Arrival at work
  • On the road
  • In outlets.

Route to Market

  • Distribution
  • Deliveries
  • Displays
  • Merchandising
  • Selling.

 

DAY TWO

Market Factors     

  • Competition
  • Wholesaler/retail outlet economic conditions
  • Physical enablers and limitations.

Essential Selling Skills

  • Gaining attention
  • Explaining benefits
  • Anticipating and overcoming objections
  • Closing the sale
  • Promoting buying habits
  • Promoting consuming habits
  • Profit expectations.

Outlets Sales Model

  • Know the customers
  • Know the consumers
  • Analyse traffic
  • Analyse frequency
  • Analyse transaction size
  • Analyse profit potentials.

Merchandising Process

  • Stock of products
  • Levels of brands at back and front of outlet
  • Brand’s shelf position.

 

DAY THREE

Sales Promotions

  • Objective
  • Management
  • Target
  • Outlets
  • Scope
  • Format
  • Roles/ Responsibilities
  • Timing
  • Cost Elements
  • Failure Pills for Sales Promotions.
5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos. Sep 21 - 23 Sep, 2022

Registration: 09:00:am - 03:30:am

NGN 155,000.00(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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