Nestlé University Catalogue (January to December 2014) | Page 40

Sales 201 : Structured Commercial Selling Course Description: Get some basic account management skills in this overview of structured commercial selling. You’ll learn a 15-Step process that emphasizes customer needs, information, pricing and promotion and retailer profitability. It also covers the expectations of a Customer Development (CD) Manager and how to develop a business-cased customer presentation. Who is this course for? CDM/CDR, CSDC, Advisors How long is the course? This is a 2-day course. What should I expect? By the end of the course you will have acquired knowledge on: • Basic Account Management skills. • 15 step process with emphasis on customer needs- information, pricing and promotion, retailer profitability, expectation of CD Manager and developing business cased customer presentations. Pre-course work Meet with your Line Manager to discuss and agree learning objectives. Post-course work Meet with your Line Manager to discuss and review how these skills tie back to your PDG development plans and your PE objectives. How much does it cost: Non-CD $600 For further information or to register for this training, please contact: [email protected] When is this course running? TBD