Description
Faced with the power of distribution, salespeople must master sales techniques but above all develop real negotiator skills and a strong capacity for self-affirmation. This training in negotiation with large-scale retail buyers, designed and led by consultants with dual skills - on the distributor side and on the industrial side -, is already followed by many key accounts belonging to the most demanding companies. It acts as a real accelerator of commercial performance.
Who is this training for ?
For whom ?
Brand director, sales manager, Key Account Manager, responsible for national customers, manager in charge of mass distribution centers (GSA, GSB, GSS, etc.).
Prerequisites
None.
Training objectives
Training program
- Understanding the new retail environment
- - The legislative context and its strategic consequences.
- - The levers of brand profitability: analysis of the operating account.
- Building your overall strategy for the brand
- - Analyze the contributions of each brand to the performance of your company.
- - Prepare appropriate negotiation tactics.
- - Define the axes of the commercial agreement.
- Rebalance the commercial balance of power Identify the personal objectives of each participant in the negotiation. Prepare an argument in response to the pressure tactics used. Avoid the traps used by buyers. Conduct your negotiation
- - Prepare the game of concessions/counterparts.
- - Open the negotiation and take leadership.
- - Argument to preserve your room for maneuver.
- - Progressing towards a profitable agreement: the key steps.
- Strengthen your negotiator behaviors
- - Become aware of your current style: your strengths; your limitations.
- - Adopt effective behaviors.
