banner-left ESC-logo banner1
 
 

Sales and Marketing Skills

Basic Selling Skills

       . Planned sales call
       . Different stages of the sales process
       . Phases of outlet visit
       . Adjusting the sales representative's appearance and style to the needs and personality of the client
       . New ideas-how sales people can develop their own sales strategy and skills
       
Designed for: Area sales managers, newly appointed sales managers, less experienced sales people, sales representatives, staff involved in sales process.

Merchandising

       . Merchandising standards
       . Rules of merchandising
       . Product location and positioning
       . Care of marketing assets
       . Examples of good and bed merchandising
       
Designed for: Area sales managers, sales managers, sales representatives, key account managers, less experienced sales people, staff involved in sales process.

Profitable Channel & Outlet Activation

       . Difference between customer, consumer
       . Shopper's purchase philosophy
       . "4A" strategy
       . Shopping occasions
       . Consuming occasions
       . Importance of outlet location
       
Designed for: Area sales managers, sales managers, less experienced sales people, sales representatives, staff involved in sales process.

Sales Communication Techniques

       . Successful Sales negotiation techniques
       . How to develop discussion with the customer
       . The sales presentation - How make successful services and product presentation
       . How to close a deal successfully
       . Complains handling
       
Designed for: Sales managers, less experienced sales people, sales representatives, staff involved in sales process.

Telephone sales - Business by Phone

       . What is "Telesales"
       . Listening skills
       . Vocal skills
       . Call management
       . Asking questions and handling objections
       
Designed for: Telesales operators, customer service centers, office administrators, sales representatives.

Trade marketing

       . Link between sales and marketing
       . In-outlet high performance excellence
       . Identification and development of trade channels
       . Understanding and setting the category planning objectives
       . Searching for new business opportunities
       . Improving in-outlet execution
       . Continuous support of sales force and coaching
       
Designed for: Area sales managers, sales managers, less experienced sales people, sales representatives, staff involved in sales process.

 

cr