PROFESSIONAL SELLING - (THE FOUNDATION SKILLS)

Tickets
From ₦ 145,125.00 to ₦ 220,375.00
Tickets ×
Live-Online Training:
₦ 145,125.00 145125.0 NGN
Classroom Training:
₦ 220,375.00 220375.0 NGN

Live-Online Training: N 135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount

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

Programme Description

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 maximize volume sales and achieve the organization's objectives
  • How sales efforts grow market share
  • Merchandising techniques that ensure the brands are available and effectively presented on shelf for purchase:
  • Maximizing on-shelf availability and product visibility.
  • Effective product placement.
  • Adequate stocking at all times.

Specific Competencies to which the Trainees will be Exposed:

  • Initiating more outlet contacts and form strong relationships
  • Techniques of analyzing 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 organization's brands.
  • How to effectively manage resistance from difficult prospects so as to make successful sales.

Course Contents

DAY ONE

The Organized 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

  • The APPLE Sales Steps
    • Approaching customer
    • Probing for the customer’s needs
    • Presenting a solution
    • Listening for and resolving arising issues
    • Ending with  fond interactions.

Alternative Sales Model

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

Outlets Sales

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

Merchandising Process

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

DAY THREE

Sales Promotions

  • Objectives
  • Different formats
  • Targets
  • Timing
  • Outlets
  • Scope
  • Roles/ Responsibilities
  • Their Management
  • Cost Elements
  • Failure Pills for Sales Promotions.
Date & Time
Wednesday
September 18, 2024
Start - 8:30 AM
Friday
September 20, 2024
End - 3:00 PM Africa/Lagos
Location

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
NG-LA
Nigeria
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com
Get the direction
Organizer

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com