By selling channel
Skills for every front-line sales role
Channel Sales
- GT / VAN selling skills
- MT selling skills
- Merchandising skills
Institutional Sales
- B2B selling skills
- Institutional selling skills
- Key account management skills
Retail / In-Shop Sales
- In-shop selling skills
- In-shop merchandising skills
Direct Sales
- Home-to-home selling skills
- Tele / online selling skills
For distributor sales forces
Channel sales (GT): typical content coverage
A complete programme for distributor salesmen, covering how they plan, what they sell and how they sell it.
Sales Process Training
- Understanding & implementing ‘My Market Coverage Plan’
- Understanding customer / outlet classification
- Planning & preparation for the day
- Planning & preparation before entering the shop
- Understanding & leveraging sales and merchandising tools
- Data-led targeting and tracking
- Steps of the sales call
Product Training
- Product knowledge (own and competitors’)
- Understanding features & benefits
- Key selling points and differentiators
- Margin, mark-up and mark-down
- Understanding schemes (types and objectives)
Selling Skills Training
- Key sales attitude (e.g. overcoming mindset)
- Effective opening
- Benefit selling
- Brand selling
- Scheme selling
- Range selling
- Effective presentation
- Objection handling
- Closing techniques
Train your front-line team
Tell us your channels and team size, and we’ll shape Selling by Design around them.