Nigerian Seminars and Trainings

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

business logo

Professional Selling - The Foundation Skills

By: Tom Associates Training  

Lagos State, Nigeria

21 - 23 Sep, 2022  3 days

Follow Event

  

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.

Related Courses

Current Good Manufacturing Practices (cGMP) Course Current Good Manufacturing Practices (cGMP) Course

4 days, 23 - 26 Aug, 2022 

2022-08-23 12:08:00 2022-08-23 12:08:00
Lagos State, Nigeria

Tom Associates Training

Current Good Manufacturing Practices are, in some countries, enforced regulations for systems that assure proper design, monitoring, and control of manufacturing processes and facilities. Even where ...

Competencies in Service Strategy Competencies in Service Strategy

4 days, 13 - 16 Sep, 2022 

2022-09-13 12:09:00 2022-09-13 12:09:00
Lagos State, Nigeria

Tom Associates Training

A customer service thought process that enables everyone participating in it to contribute to development of strategies regarding: Understanding Customer Equity: Customer value proposition Customer ...

Mastering the Crucial Roles in Senior Marketing Functions Course Mastering the Crucial Roles in Senior Marketing Functions Course

4 days, 27 - 30 Sep, 2022 

2022-09-27 12:09:00 2022-09-27 12:09:00
Lagos State, Nigeria

Tom Associates Training

Outstandingly successful senior marketing executives anchor their success on: Continuously modernised skills to drive growth in a sustainable way Positioning the product/brand as timeless yet ...

Frontline Leadership - Emerging Leadership Course Frontline Leadership - Emerging Leadership Course

3 days, 26 - 28 Sep, 2022 

2022-09-26 12:09:00 2022-09-26 12:09:00
Lagos State, Nigeria

Tom Associates Training

The programme presents the basic principles that are the foundation of all the leadership activities and central to senior level effectiveness: Building and maintaining a positive, results-oriented ...