Advance Sales & Distribution Management

This Training and Workshop program will cover on how to Mastering the skills of Managing Sales channels and Sales force to achieve Stressing Targets. The training will cover from the basics of salesmanship, Setting up Sales Team, Demarking area/zone, Designing and Implementing Tools to Track and Monitor Sales Force, Managing field operation and various TP management. The materials and tools will be linked with practical and real life examples of National as well the MNC companies.

After attending the training program, a trainee will be able to become a Master in Building and Managing an effective Sales team, design national sales/Distribution Network as well as a Peoples Champion of his Team. Also S/he can improve his organizations existing distribution and sales setup, incorporate digital sales channels and develop sales and sales team management skills and achieve desired and Impossible sales target.

Contents of Training:

Brand Development & Management
1. Overview of the Program and Objective setting
2. Significance of Brand in sales
3. Basics in Brand Creation & Brand Positioning (Segmentation, Targeting, Value Positioning).
4. Individual/ Group Activity

Channel Identification and Development
1. Market Dynamics and Insights (Channel Classifications and different sales Approaches)
2.. Designing the Right Sales Channel (Retail, Distribution, Direct, Digital)
3.. Distribution & Retail Channel Management (retail classification & Benefits)
4.. Consumer Insight Analysis

Distribution Management Excellence
1. Distribution & Agent Channel Network Operation (Distributor Selection, Designing Agent Network, Building retail relation)
2. Distribution & Sales Route Management and Sales tracking Toll management
3. Sales Call Processes (Direct & Indirect influences)
4. Driving Sales force in the field and Target Management
5. Self-Exercise & Role Playing

Marketing and Communication
1. Effective Trade Marketing and Ensuring Visibility in the Market
2. Designing BTL activity considering Budget Closing
3. Designing Micro Engagements and Activation of Campaigns
4. Effective Negotiation (BATNA, WATNA analysis)
5. An Ideal Sales Man attributes
6. Group/ Case Study