Nestlé University Catalogue (January to December 2014) | Page 43

Sales 204: Manage Customers Profitability Course Description: Acquiring customers is just the first step. It’s equally important to manage relationships so they remain profitable. This course will give you the four levels of the Customer Contribution Statements (CCS) and show you how to improve customer profit contribution. You’ll get the tools you need to analyze and optimize Total Trade Spend (TTS) and learn a quadrant approach to TTS. Who is this course for? CDM/CDR, CDMTL, CSDC, Advisors, CSDLS, TMMs 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: • The four levers of the CCS statements. • How to improve customer profit contribution. • Tools to analyze and optimize TTZ. • Net Net Sales (NNS). • The “If you…..then we” approach. 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