Key Account Selling & Category Management
- The need to transition "salespeople" to "Business Managers"
- The key account buying environment - the impact of technology and "Efficient Consumer Response" (ECR) on the buying and selling relationships
- How to sell "power retailers" — building strategic alliances with major chains, wholesale clubs, convenience stores and mass merchandisers
- Analyzing major customer organization structure and buying systems
- How to structure new product and promotion program presentations and strategies
- How to prepare and deliver comprehensive category/business preview or review
- How category management concepts can be used to sell in different types of accounts
- How to organize and implement a category management program and system
- Defining micro-merchandising opportunities
- How to utilize a category management process
All Training Modules have been developed and are owned by Sales Systems Development, Inc.