Field Sales 1: Selling to Retailers
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Understanding the Retailer
“Understand my Business” is a clear customer demand and a source of competitive advantage….Topics: Retail sales drivers; Retailer profitability; What retailers want from sales people
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Audio Visual Module $ 19.95 
Podcast $ 7.95
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The 5 Step Selling Process
You may have only 3-4 minutes to confirm needs, present new solutions and get a commitment to act. Here is a simple model for selling to retailers…… Topics: What is selling? Helping customers to buy; Positive attitude
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Audio Visual Module $ 19.95
Podcast $ 7.95
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Questioning Needs
Questions are the foundation of the sales process. Without them, you can’t help customers to make the right purchase decision…. Topics: Where questions fit in to selling; Using questions to discover needs; Questions to progress the sale
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Audio Visual Module $ 19.95
Podcast $ 7.95
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Selling Benefits
Answer the customer’s inevitable question: “What’s in it for me?”….. Topics: Focus on customers’ needs; Benefits and proof; How to sell benefits
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Audio Visual Module $ 19.95
Podcast $ 7.95
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Overcoming Objections
Objections are a signpost to the sale and can help you to get a result faster….. Topics: Why customers object; How to overcome objections
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Audio Visual Module $ 19.95
Podcast $ 7.95
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Closing The Sale
It’s your responsibility to help customers to buy. To do that, you must be able to close on a positive commitment to action….. Topics: The importance of closing…early! Spotting closing opportunities; Getting little yesses; 10 closes that work
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Audio Visual Module $ 19.95
Podcast $ 7.95
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The Store Sales Drivers
Selling stock out speeds up the replenishment cycle. Focus on the customer’s sales drivers in every store, every call….. Topics: Helping customer to sell; Focus on the store sales drivers; How you will drive sales; How your manager can help
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Audio Visual Module $ 19.95
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Territory Management
Maximise territory performance by focus on potential. Increase coverage and call efficiency, to create more time to add value/ make change happen….. Topics: Customer targeting and territory development; Workload management and territory coverage; Call planning
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Audio Visual Module $ 19.95
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*All prices are in Australian Dollars (AUD) & include GST
