Planning and preparation of the visit

Goals

The course aims to offer basic tools and knowledge, essential for optimally planning and preparing the visit, better understanding the needs of the counterparty, building a client plan; develop an effective and functional “sales pitch” to carry out a structured and fluid negotiation.

Course structure

The course is structured to alternate theoretical parts during which processes, methodologies and operational tools will be presented with practical exercises and role plays to allow participants to practice and prepare for negotiations with their customers.
Furthermore, participants will be asked to do preparatory work on an important client in their area which will then be used in the classroom during the exercises.

Main contents of the course

• Planning the tour
  • The importance of organizing your visit tour correctly
  • Right coverage and right frequency: customer base segmentation criteria
• Preparation for the visit
  • how to prepare and organize the visit to ensure that the discussion is clear, effective and leads to the desired results
  • Customer knowledge – the information relevant to understanding their needs
  • SMART goal setting
  • Customer plan construction (assortment / promotions / display / distribution / etc.)
  • Development of the sales document – ​​how to structure it; anticipate objections and prepare to handle them; strengthen the benefits of the offer; plan one or more closing alternatives for the deal
• The implementation and monitoring of the agreement reached