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HOW TO SELL FOR RETAIL AND
LARGE-SCALE DISTRIBUTION 04 | Área Comercial

04 | Commercial Area
Requirements
No Requirements

Knowing large-scale distribution markets and their consequences is essential to plan the profitability of direct sales and retail. Becoming
aware of direct sales and retail processes, as well as implementing a good selling strategy, is half way to increase companies’ turnover.

CONTENTS
OBJECTIVES
Module 1 - Retail and Distribution Sectors
At the end of this training course, all trainees will have - Context of Large-scale Distribution and its Consequences
acquired skills which will enable them to make effective - Leveraging Distribution Profitability
sales to retail and distribution; to know the retail and - Identifying Profit Sources of the Distributor
distribution sectors; to understand the purchaser behaviour
during the negotiation process in order to construct a - Retail Sector
negotiation strategy, allowing effective sales in retail and - Characterization and Specificities
distribution.
Module 2 - Purchaser
- Purchaser State of Mind
ADDRESSEES - Purchaser Personal Goals
Directors, heads of sales departments, key-account - Purchaser Areas of Activity and Working Methods
managers, heads of trade relations and all professionals - Negotiation Tools New Players: Marketing, Trade-marketing,
intending to increase their knowledge on the subject. Merchandising, Category Management, Logistics

Module 3 - Sales
- Defining a Negotiation Strategy
- Choosing the Way to Establish Contact and the Negotiating Method
- The Need to Define and Prioritize Goals
- Negotiating Strategies in Large-scale Distribution and Retail
- Assessment of Purchasing Power, its Real Resources and Constraints
- Discover the Internal and External Decision-makers

Module 4 - Reselling According with Region and Selling Point
- Assessing Investments Turnover
- Defining Corrective Actions
INFORMATION - Time Management
Hours: 40h - Expectations and Usual Behaviour of the Negotiator
Time: See Training Plan - Strengths and Weaknesses in Sales Situations
Material Delivered: Training Support Material - Profile and Typical Attitudes of Distribution and Retail Purchasers
Training: Attendance Required - Interlocutor Behaviour and Style
Regime: Working Hours / Post-Working Hours

METHODOLOGIES

Methodologies used by the trainer will be
expository, demonstrative and/or active, favouring
the latter whenever possible.

ANGOLA +244 225 400 399 | www.get-ao.com ∙ PORTUGAL +351 244 820 630 | www.get-pt.pt ∙ MOÇAMBIQUE +258 857 367 374 | www.get-mz.com 25