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Learning and Development

FMCG Scientific Retailing and Selling Techniques

Why learn Selling & Negotiation Techniques?

  • For MBA students, any marketing profile would first be for sales, as companies want employees to understand the product, client, market, competition, before moving to strategy / branding roles
  • A good performance in sales role, gets you recognized and increases your chances of moving up the ladder quickly
  • Corporates also believe that they will save a lot of time, cost and energy if new recruits are well versed with selling techniques and scientific retailing
  • In an online B-School Survey we found that only 13% of the students were confident about their Selling Skills
  • Students felt that a workshop which provides various techniques of selling and negotiation is required to prepare themselves for the jobs, as they are completely unaware what the job will entail

Course Module & Features:

  • Extensive Hands-on training
  • Wide range of Managerial Examples
  • Overview of Skills and Competencies required
  • Concepts of Sales Process and Building Blocks
  • Account Development & Client Relationship Management
  • Client Development and Pipeline Development - Funnel Management
  • Effective Selling Skills - Coaching, Consulting, Presentation, Communication
  • Handing Objections
  • Closing Sales & Rapport Building
  • Complementary Skills Development - Commitment, Motivation, Collaboration
  • Negotiation skills and tactics
  • Problem Solving and Decision Making
  • Neuro-Linguistic Programming
  • Value Delivery Model
  • Inventory Management
  • Building Customer Loyalty
  • Sales Forecasting
  • ROI and Trade Scheme calculations
  • Scientific Retailing, Beat Plan, Manpower Planning, Callage Norms

Benefits:

  • Know the Latest happenings and cientific techniques being used in the industry today
  • Experienced working professional sharing their experiences and real life examples
  • Hands on learning experience
  • Successful Completion Certificate

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