About this course
Retail buyers meet with up to 40 companies a week, each one claiming that its initiatives add value. But few can articulate what the retailers really need to hear, which is this:
There is an opportunity to grow consumption in the long term.
The shoppers who can make this happen are in your stores, and there is a plan to grow sales to these people.
Executing this plan will improve your business performance overall.
In this course, you will learn about the three propositions —we call them the consumer proposition, the shopper proposition, and the customer proposition — and how this structure becomes a highly motivating sales pitch.
It also looks at the benefit of the Five Step Process with retailers, and the fundamental principles that drive the preparation and delivery of a negotiation. You will learn how to structure your value proposition and effectively motivate your retail customers.
This course will teach you how to effectively use the total marketing approach to motivate retailers.
All marketing professionals in the consumer goods or retail industry, who are looking to sharpen their negotiating and pitching skills, when it comes to their retail customers.
1 – 1.5 hours
