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Selling to Retailers This is a program presented to sales staff from a retailer’s perspective – thereby creating a unique and innovative opportunity to see what works and what doesn’t. The presenters are experienced retailers and have been on the receiving end of countless sales and account presentations. It encompasses all the essential sales techniques expertly wrapped and packaged in a manner suited to your unique product and industry. The course shows simple yet effective ways to “value” sell – not just arrive, negotiate and leave feeling like no value had been added or platform set for the next opportunity. The presenters aim to define methods allowing sales staff to move from a replenishment mindset to a relationship based selling opportunity, but it necessitates the genuine and unbiased understanding of retail metrics, market growth and market drivers that retailers respond to. Content includes: • The Sales technique
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