Retail Pre-Sales Support

Retail Pre-Sales Support Learning Path

This learning path is for those involved in a pre-sales support role, where they are expected to have a deeper industry knowledge than the sales person or account manager. This learning path builds on the Induction learning path, so pre-sales support people should either have studied the Induction learning path before or have the equivalent knowledge from past industry experience.

Select any of the circles along the path to find out more about each step.

A learning path for those involved in a pre-sales support role selling in to the Retail sector. Retail Organization Structures Introduction to Retail Financials Solution Selling vs Product Selling Target Account Analysis and Research Store Visit Assessment Tool KPI Analyzer Tool Quadrant Analysis Tool Account Planning Tool Solutions Identification Quantifying a Business Case Discovery Interview Questions Negotiating with Retailers Retail and Consumer Goods WIKI/EPSS Digital Badge Program

The Skills You Learn

By studying this learning path, consultants will gain these skills:

  1. Research the organization of a retail account and identify the key senior management functions and their potential pain points.
  2. Analyze a retailer's financial statements to identify trends, business challenges and suspect opportunities in the account.
  3. Perform a detailed KPI analysis to further identify opportunities for performance improvement.
  4. Perform a target account analysis, identify further challenges, prioritize those that your company can address.
  5. Identify appropriate solutions with the necessary detail to make a persuasive case.
  6. Identify the quantifiable benefit areas for each opportunity, the likely costs of delivery and implementation, and prepare a draft return on investment case, to be further developed as the sale progresses.
  7. Plan a negotiating strategy with the account when the sales activities have proceeded far enough.