How to Develop a Winning Sales Plan

This course focuses on how to engage with the most appropriate people in a retail company and tips and job aids for securing a meeting. It helps you identify what you bring of value to retailers.

To view a sample of this Developing the Sales Plan e-learning course select the Video tab above.

Who Is It Suitable For?

This program is designed for:

• People who sell or market to retailers. It is ideal for companies who sell or market IT solutions to retailers.
• It will also benefit merchandise suppliers who sell directly to retailers and those who market to retailers to get their content specified in retail products.

Detailed Content

The detailed content includes:

• Who to engage
• Relating customer business objectives to sales opportunities
• Customer service example
• Your company’s goals for the account
• Layered selling
• Mapping to their structure
• Capital expenditure decision-making process
• Why people see you / your company
• What you bring of value
• What to say in your initial contacts :

  Example approach

• VITO letter (Very Important Top Officer) / email checklist
• Initial communication
• Example communications
• Summary
• Mastery test
• Learners completing the mastery test and obtaining an 80% pass mark will also receive a mastery certificate upon completion.

Benefits of Studying This Program

Learners studying this program will improve their sales performance and generate bigger profits for their employers.

Hours of Study

1-2 hours

Resources Included

The class includes the following downloadable resources for printing and review:

• Summary of module

Price

The price for a single student isUS $68, or UK £54 or EU €62. This includes one year’s access to the class.

Corporate licences are available.

Pre-Requisites Necessary

Fundamentals of Retail suite and Target Account Research and Analysis.

After This Program

The next logical step in developing learners’ knowledge is Conversation Starters and the Solution Chains class.