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Advanced Retail Solution Selling Class Manual
Martec International, Oct 2010, Pages: 120
The Advanced Retail Solution Selling class manual is suitable for companies selling or marketing to retailers who need to be able to respond to retailers' needs and business requirements more effectively. It is a natural follow on for individuals that have studied Martec's Understanding Retail Class or have several years retail experience already. 120 pages of detailed notes, charts and sales tools covering:
- Solution Selling Verses Product Selling,
- Retail Optimized Solution Selling Process,
- Discovering Retailers' Needs,
- Solution Chains,
- Identifying Your Real USPs,
- Who and How To Engage,
- Your Goals For The Account,
- ROI Analysis For Your Solution,
- Review Of Tools Included In The Program.
With extra attention on techniques for doing business in tough retail market
All Martec’s class manuals provide handy reference material on key retail issues and skills. Detailed manuals with supporting charts and exercises not just bullet points.
Course Objectives:
- To show how to analyse an account using desk research, store visits and key metrics analysis to identify potential additional business opportunities that address your customer’s business needs and rank them according to importance.
- To understand how to go from a customer’s business objectives, such as increase customer service, through a concept we call solution chains, to arrive at what you should sell them.
- To demonstrate how to develop strategic sales plans to increase account penetration.
- To show how to identify ways to leverage your management hierarchy and other resources to aid in account development.
- To show how you can demonstrate your ability to present your message to retailers in ways that they will relate to.
- To teach you a range of tools that will help you be more successful after the class.
And, as a result - grow more business in your target accounts.
This manual is designed for everyone selling or marketing technology products or services to the retail industry. The following will benefit:
- Sales VPs and Directors
- Sales executives
- Account managers
- Marketing VPs and Directors
- Marketing managers
- Head of retail sales
- Business development executives
- Pre-sales consultants
Companies that use Martec’s Learning Services:
- Business Objects
- Cognos
- EMC
- Hewlett-Packard
- Microsoft
- NCR
- Progress Software
- SAP
- SAS Institute
- Sonic Software
- Sun Microsystems
Product samples
A sample for this product is available. Please Login/Register to download this sample.
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