Professional Sales Management Workshops

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1 Professional Sales Management Workshops

2 Bervidson Group Consultancy Training Intelligence BERVIDSON CONSULTING RETAIL ACADEMY BERVIDSON INTERNATIONAL

3 About Bervidson Group Bervidson Group is a leading Retail & Brand Consultancy, Training and Development Group and the Convener of the Retail Leaders Conferences in Nigeria. Bervidson works with local and international partners who are leaders in their fields to deliver best in class solutions and state of the practice frameworks to discerning companies, institutions and governmental agencies across West Africa. The Group conducts industry specific training development programs and have attendees drawn from leading reputable organization and businesses in Nigeria, including fortune 500 companies with great success. In designing the final contents of our training intervention programs, we work with the respective organisation to create bespoke solutions suited to their specific needs. The Group has 4 divisions; Bervidson Corporate Bevidson Consulting - A leading consultancy and training support to FMCGs, Financial Services, Telecoms, and Government in the areas of Strategic Leadership, Marketing, Sales, Customer Service and Supply Chain Management. Bervidson Retail Bervidson Retail is Nigeria s premier provider of Retail consultancy, training, development, leadership and networking platforms through; DMSRetail West Africa Retail Training, Consulting & Development Retail Leaders Conferences Retail Leadership & Networking Platforms Retail Business School Retail Executive Education Retail Business Academy Retail Technical Education Retail Head Hunting Recruitment Services Retail Technology Advisory Apposite Technology & Information System Support Bervidson Personal Action 360 The Group s proprietary framework for driving personal excellence. The Framework is based on our TDA (Think Dream Act) fundamental principles of success: Choice, Attitude & Action Our programs inspires and awakes innate potentials and equip people to make the right adjustments and incremental changes for peak performance. Bervidson International Handles the Group s international business operations, including international partnerships and consultancy services. PARTNERS DMSRetail Inc. Canada - Retail training, consulting and development. (www.dmsretail.com) Soysal, Turkey - Global Expansion of leading Turkish retail companies to Nigeria. (www.soysal.com.tr)

4 Some of Our Customers

5 Praise for our Workshops The materials and presenters were very straight forward, knowledgeable and comprehensive. - Iyobo Innih. (Group Executive Director, NOSAK GROUP ) The workshop content is rich and full of practical details. - Owoade Bamidele, (National Sales Manager, VITAFOAM NIG. PLC) The materials are very relevant to challenges facing modern retailing and Shopper interface. It will help to build a team of competent staffs that guarantees retention of profitable customers and shoppers for the business' sustainable growth. - Laniyan Dayo, (National Sales Manager, LORNA NIGERIA LIMITED) Rich, current and relevant content/materials. It was very practical with a perfect blend with real life situation and challenges in today business. - Tony Iloh, (Head, Retail Strategy & Rollout, ETISALAT) The workshop was very insightful and an eye opener on the wrong things we have been doing. The presenter was very practical, good communication and it's one of the best workshop I have attended. -Pamela Nweke, (Brand Manager, EKULO GROUP) I am really interested in retail, and the course has been tailored to suit different industries. - Umezurike J.C, (Channel Manager, LTC/JWT ADVERTISING) It was an interesting, knowledge and revealing workshop. It is highly recommended for FMCGS and other organizations to help improve sales. - Gloria Osayomore (Senior Manager - Sales & Marketing Support Services, 3D Impact Marketing) The workshop was engaging, eye opening and scientific in approach. - Stanley Uzeoechina. (GM, SLOT Systems)

6 Conferences Workshops

7 Professional Sales Management Workshops Developing & Managing Key Accounts Workshop Dec, 2-4, 2015 Category Management Workshop Dec. 8-9, 2015 Consultative Selling Workshop Dec , 2015 Channel Sales Management Workshop Dec , 2015

8 Overview Channel Sales Management Workshop is designed for managers in charge of channels sales who are responsible for selling to, and through, partners. Channel Sales Management Workshop The skills for selling to a partner are very different from the skills necessary for selling to the end-user. That's because partners don't buy products; they sell them. Consequently, the sales language is different, the business drivers are different, the technical knowledge is different, and the engagement model is different. So the effective channel sales person needs to be able to assist partners to close deals rather than just buy more stock. Workshop Objectives At the end of the workshops, participants will be able to: become a more flexible and more effective channel manager understand that different channels needs and solutions; engage more with channels and become more effective channel sales managers; drive horizontal and vertical channels development; optimize channel operations and unlock the potentials of channels through partnerships and collaborations; develop a clear profit strategy for channels and have a good profit story; act as preferred 'business advisor' to your channel partners; effectively manage their business within and across channels; and lead an effective sales channel team.

9 Outline Understanding the role of channels The Channel Value Chain Choosing the right Sales (Distribution and Retail) Channels Channel Value Proposition Channel Sales Process The Line of Sight Channel Pricing and Revenue Growth Management Channel Sales Metrics Channel Collaboration for Value Channel Sales Best Practices Leading an effective sales channel team Investment Fee: $ 1, per par cipant. (Group rate available) Dura on: 2 days

10 Developing & Managing Key Accounts Workshop Overview Managing key or major accounts and maximising their potential, requires a different set of skills to selling. The effective and professional management of your key accounts is critical to the key account manager's success and that of your company. In this practical and interactive workshop you'll consider the role and day-to-day tasks of highly effective account managers, examine proven practice in the development of key accounts and learn how to develop long term and profitable relationships with your key accounts. Critical techniques and tools will be discussed in relation to issues raised in in the course of the Workshop with respect to your own accounts, to ensure you have a tangible action plan to apply immediately within your business. Workshop Objectives By the end of the workshop, participants will be able to: ; recognise the difference between selling and account management evaluate and prioritise all accounts to identify different strategies needed for different account types; understand and diagnose key account relationships from transactional to synergistic approaches; identify and influence the decision-making units within your accounts and the levels of influence and allegiance within these accounts; and employ techniques for account planning and analysing an account for opportunities, strengths and weaknesses.

11 Outline Definition and characteristics of a Key Account The Role of the Key Account Manager Key Skills Imperatives for Managing Key Accounts Profiling, Prioritising, Evaluating and Selecting Key Accounts The key account management process Managing Stakeholder Relationships and Maximising Resources in Key Accounts Setting Account Objectives and Drive Business in Key Accounts Communication Strategy in Key Account Developing and Building Strong Relationships with Key Accounts Planning for Negotiations and Influence with Key Accounts Maximizing Opportunities in Key Accounts Investment Fee: $ 1, per par cipant. (Group rate available) Dura on: 3 days

12 Overview Consultative Selling Skills Workshop Selling today starts with the customer, not the product. It requires creative thinking and new approaches. Consultative Selling Skills workshop teaches the skills necessary to increase sales and profitability, accomplished through a deep understanding of the sales process, each client's situation and what motivates people to buy. The workshop focuses on the actual areas of client concern where your company becomes the trusted business partner and advisor in assisting clients to achieve their vision. Consultative Selling Skills teaches selling organizations and people to stop pushing products and to start pulling their customers to buy. Workshop Objectives At the end of the workshop, participants will: understand the selling process and a systematic way to remain in sync with their customers allowing them to get to "yes" faster and easier; develop the questioning, listening, and analytical skills necessary to perform an in-depth analysis of customers and the driving forces influencing their needs, their customers, and their competition; understand the critical buying factors for their customers and sell long-term relationships rather than low bids; anticipate and handle customer's objections; use creative problem solving to enhance solutions and recommendations in order to meet their customer's specific requirements; learn how to offer creative solutions and options for mutual gain and close sales discussions faster; take advantage of the importance of a value approach in building a successful customer relationship; and identify and understand different buyer types and behaviours and gain a greater awareness of how to build trust so the sales process moves along more smoothly.

13 Outline Establishing Communications / Relationships Pre-sales Meeting Essential, Preparation, Techniques and Tools Customer Types and Behaviours Need Recognition, Identification of Wants and Discovery of Client Values. Consultative Selling Process and Strategies Formulating Collaborative Solutions Presenting Solutions Dealing with Objections and Conflict Closing the Sale Investment Fee: $ per par cipant. (Group rate available) Dura on: 2 days

14 Overview Category Management Workshop The Category Management workshop identifies the key elements needed to successfully implement category management in an organisation giving participants the knowledge, skills and techniques. The workshop focuses extensively on the activities, tools and techniques needed to develop a category strategy for areas of spend. Using a range of different examples, it will provide a practical understanding of how to apply key category management tools and develop a cross-functional and collaborative approaches to category management. Workshop Objectives At the end of the workshop, participants will gain: a thorough understanding of category management, process and techniques; an understanding of defining category roles; an understanding of the strategies used in category management; an understanding of data sources and watch-outs using data; appreciate the need to build sustainable collaborative relationships. the ability to complete a category overview and category action plan; and a Roadmap to start getting quick wins using category management.

15 Outline Category Management Overview Essentials to Category Management Category strategy development Category Definition & Segmentation Category Roles Building Sustainable Collaborative Relationships Category Strategy Development Data Source, Analysis and Actions in Category Management Category Assessment Category Management Tools & Techniques Category Management Plan Implementation & Key Challenges Making Category Management a day to day activity Investment Fee: $ 1, per par cipant. (Group rate available) Dura on: 2 days

16 BASIC INFORMATION Methodology: Classroom style PowerPoint presentation, Videos, Games & Role Play Time: 9:00 am 5:00 pm Venue: Sheraton Hotel, Ikeja, Lagos Class Size: 25 Note: All workshops are also available as in-company workshops and at client s preferred venue and priced accordingly.

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18 BERVIDSON RETAIL ACADEMY

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