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Live-Online Training: N 188,125
Classroom Training: N 279,500
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

Programme Description

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
  • use the APPLE Sales Steps correctly
  • 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


Seven Battle Weapons for Greater Market Share

  1. Increasing Transaction Size—Initial and/or Repeat
  2. Increasing Transaction Frequency.
  3. Decreasing Purchase Randomness
  4.  Increasing Lifetime Customer Value: Reduce Churn-rate
  5. Increasing Profits of Business Conducted with Each Customer
  6. Recovering Lost Customers
  7. Multiplying Customers by Referrals.

Developing the Major Accounts

  • Differentiating the “Order-Taker” from the “Sales-Personality”
  • 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.


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.


Profitable Negotiation

  • Rules of Commercial Negotiation

- No negotiation when selling is unsure

- Increase level of customer needs first

- Concession strategies.

  • Common Negotiation Tactics


-Good guy, Bad guy





  • 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.



  • 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.
Date & Time
July 8, 2024
Start - 8:30 AM
July 12, 2024
End - 3:00 PM Africa/Lagos

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225 |
Get the direction

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225 |