| human resource, training and development |
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Essential Selling Skills for Sales Representatives and Territory Managers (FMCG)
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24-25 May 2010 / 2-3 September 2010
Two day workshop outline:
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Industry Overview
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- Current Statistics in FMCG
- Industry Benchmarks
- Issues Suppliers Face in FMCG in NZ
- Category Dynamics
- Competitor Issues
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The Territory Manager and
Sales Representative's Role
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- Objectives and Accountabilities
- Competencies and Skills
- Key Performance Indicators
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Sales Call Planning
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- Objective Setting
- Pre and Post Call Planning
- Building Business Relationships
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The Sales Call
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- Questioning Skills
- Active Listening
- Benefit Selling
- Objection Handling
- Closing and Follow-up Strategies
- Demonstration of Skills (Video Critiquing)
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Customer Service
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- Managing Customer Expectations
- The WOW Factor
- Customer Service Excellence
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Follow-Up is proven to be a critical success factor of initial workshop investment. We will follow-up with each individual at a “Fitness Check”. This personalised 1on1 training session will be four weeks post-workshop and ensure the skills learned are being demonstrated in the workplace.
Workshop and Fitness Check: $2,300.00+GST per person
Workshop Only: $2,000.00+GST per person
Pro-Formance Driven Workshops: Workshops are limited to a maximum of eight FMCG attendees so participants receive one-on-one coaching and active involvement in an optimal learning environment. Each participant will have the opportunity to demonstrate the skills learned with role-play and critiquing by experienced facilitators in a relaxed, positive and safe environment.
Central Location: The workshops will be held in a central Auckland location and includes all materials and refreshments.
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