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Working with
clients over time we have found that
whilst there are many competency
development providers, few address one
key Sales area effectively. It's for
this reason that we have developed a comprehensive training program designed
to focus on skill development from
foundation to sophistication.
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Channel
and Category Sales Development |
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'Trade Marketing', 'Channel Activation',
'Category Sales Development', 'Customer
Marketing', whatever organisations choose to
name the resource, the bottom line is that it
exists to add value to Marketing & Sales.
It exists to drive Sales Strategy, to provide
Sales people with a go-to-retailer approach that
influences Category Management decisions, and to
connect the Marketing & Sales functions as one.
While many companies have invested time &
resource into creating such groups the return on
investment can often be a long time coming.
Speed -to-competency remains the key
challenge
AdSentio Management Consultants provide
a complete approach to Category Sales
Development (CSD) Training. The program
begins with the foundation concepts of CSD,
addressing basic knowledge and skill
development. It then carries through strategy
development, finishing with the challenging issues
of dealing with sophisticated
Retailers in an ever changing channel
'landscape'.
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The
Category Sales Development Training
Program Modules
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1. Role
of CSD
2.
Understanding Channels
3.
Understanding Categories
4.
Understanding Shoppers
5.
Understanding Retailers
6.
Understanding & Working with Data
7. Basic
Analysis Techniques
8. Basic
Strategy Creation - A new way to think!
9. Developing Shopper
Insight
10. Gathering Shopper
Data
11. Assessing Channel
Attractiveness
12. Developing Strategy
across Channels
13.
Defining the Purchase Drivers - Thinking
Like the Shopper
14.
Developing Category Selling Strategy 1 -
Category Positioning with Retailers
15. Conducting Category Reviews 1 -
Assortment Analysis
16. Conducting
Category Reviews 2 - Space Management
17. Developing Category Selling Strategy 2 -
Creating Compelling POP
Plans
18.
Analysis in the Absence of Data - No
Nielsen, what do we do?!
19. Promotions &
Promotional Effectiveness
20.
Advanced POP Strategy -
Appealing to
Sophisticated Retailers
21.
Trade Investment Analysis
22.
Developing Trade Investment Strategy
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A no-nonsense approach....jpg)
AdSentio's Category Sales Development training
program can be tailored toward specific client
needs. Working with you, we assemble the
appropriate modules into a 2-3 day program that
best suits your Sales team's development needs &
experience level.
Alignment within your organisation...
Each organisation has a unique way of doing
things. AdSentio spends time prior to any
training to ensure we have a strong
understanding of the processes & culture unique
to your business. We then customise the training
material accordingly to ensure best fit for
participants.
A clear focus on skill practice...
Each module within the program incorporates a
unique skills development session that will
challenge the participants in as 'live' an
environment as possible. The emphasis is on
putting the theory into practice through case
studies, scenarios and group exercises - our
participants work hard!
For more information on
AdSentio's Channel & Category Sales Development
(CSD) Training Program register your interest
here
[Click here]
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Coming
Soon!
- Field Sales Training Program |
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