What you'll learn
Students will learn, and be able to apply, a disciplined structure for their retail sales calls.
You will also become more productive with your time, see and harness more sales opportunities to sell into and out of retail,
through clearer communication with your retailer customers.
Most importantly, it will give you confidence in your job and a calmer sales day!
Requirements
If you can use a smartphone, Tablet, Mac or PC you're good to go. Ideally, you'll also have access to your company's retail sales data, product knowledge resources and sales plans to help you better plan your calls.
Description
Very few retail sales professionals receive structured sales training to help them sell into retail. They're often trained in general sales techniques: how to overcome objections and how to close. But very few are trained in the disciplined, productive and logical steps necessary to maximise sales of their products into and out of retail.
This course carefully and simply takes both new and seasoned sales professionals through these proven steps for successful sales to retailers. Three areas are covered: the steps to a classic sales and buying call - a call where you are talking to a retail buyer; the steps to a corporate retail store call - a call where the store is not in a position to buy directly from you but where you can influence the retailer to sell-through more of your products; the final area covered is a call that gives you structure around how to overcome the 5 key objections retailers raise when buying products from you. Following these steps will give the tools to confidently and calmly improve your retail sales and boost your relationships with the retailers you deal with. It will also give you a structure and tools to help you build your reputation as a trusted advisor and shopper marketing expert in the eyes of your retail customers.
Overview
Section 1: Introduction to "The Essential Steps for a Successful Retail Sales Call"
Lecture 1 Welcome to "Selling Into Retail Stores - a proven process for success"
Lecture 2 Why listen to Kevin Moore?
Lecture 3 Introducing the "Steps of the Call" Acronyms
Lecture 4 The "Steps of the Call" Acronyms Explained
Section 2: The Steps to the Classic Sales & Buying Call - PESTUPMA
Lecture 5 Introduction to PESTUPMA and Step 1 - Preparation
Lecture 6 PESTUPMA Step 2 - Evaluation
Lecture 7 PESTUPMA Step 3 - Settle Account
Lecture 8 PESTUPMA Step 4 - Take Stock
Lecture 9 PESTUPMA Step 5 - Unpromoted Lines
Lecture 10 PESTUPMA Step 6 - Promoted Lines
Lecture 11 PESTUPMA Step 7 - Merchandising
Lecture 12 PESTUPMA Step 8 - Administration
Section 3: The Steps to a Corporate Retail Store Call. An influencing Call - PEPUSMA
Lecture 13 Introduction to PEPUSMA and Step 1 - Preparation
Lecture 14 PEPUSMA Step 2 - Evaluation
Lecture 15 PEPUSMA Step 3 - Promoted brands
Lecture 16 PEPUSMA Steps 4 & 5 - Unpromoted brands and Settle Account
Lecture 17 PEPUSMA Step 6 - Merchandising
Lecture 18 PEPUSMA Step 7 - Administration
Section 4: Overcoming the Five Retailer Objections - QPMPS
Lecture 19 QPMPS Introduction and Step 1 - Quality
Lecture 20 QPMPS Step 2 - Price
Lecture 21 QPMPS Step 3 - Movement
Lecture 22 QPMPS Step 4 - Profit
Lecture 23 QPMPS Step 5 - Service
Section 5: Conclusion
Lecture 24 Getting the most out of the Steps to the Call
This course is relevant to ALL Sales Professionals selling to retailers: the new territory sales person selling into retail every day; the seasoned sales manager coaching their team; professional sales trainers and sales managers up to the VP Sales level will all gain insights from this course.


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