Designed for:
Key account managers, sales managers, national account managers who negotiate at central level with professional, organized, concentrated customers & wholesalers operating in both off and on-premise channels.
Objectives:
By the end of the training the participants will be able to:
- Evaluate the consequences and act upon the worldwide trade evolution as well as the on job practices,
- Integrate profitability notions in their negotiations,
- Penetrate more effectively the organisations of their customers,
- Negotiate with method to obtain win-win deals,
- Control the power expressed by customers and avoid buyer traps,
- Negotiate effectively in tough situations,
- Use various excellence tools to prepare, execute and follow-up their negotiations,
- Closing commercial sound deals more effectively,
- Maintain optimised professional relations with their customers.
Duration: 3 Days.
Program content
- Understand Your Customers, Trade evolution overview all around the world, Customer decision process, Profitability and purchasing strategy, Swot Analysis, Negotiate and Defend Your Margins, Negotiation method
- he balance of powers, Reach Commercial Excellence, Commercial excellence tools, On/Off-Premise tools and Customer Planning.
Learning methods:
Presence of a local sales manager to co-operate during some parts of the training is necessary. A pre-work with the local manager will be assumed day before workshop starts. Supported by a CD-rom toolkit including knowledge tests.
Venue: Regionally and Locally
Language: English / French / Spanish / Mandarin / Russian, other languages upon request
Group size: Minimum 8 participants, maximum 15 participants.
Organized by: HRBoosters trainers and, if necessary, external consultants.