Commercial Skills

Best Practices in National Account Management for the Food and Drink sector


To develop the capability of participants to implement the key selling processes and skills that are essential for sustained success when selling to multiples.
The concepts covered on this course are well proven in developing, selling and negotiating commercial proposals that work successfully for both customer and supplier and are thus essential for the development of sustainable business relationships.

Content includes

Day 1 – Account Planning including Joint Business Planning
Understanding your customers business
Benchmarking your performance with the customer
Sales drivers and output objectives
Bespoke supplier strategies with the customer
Action planning and the use of Joint Business Planning template
Financials – company commercials and retailer maths
Day 2 – Effective Customer Meetings
How buyers describe their best supplier meetings
Connecting customer meetings to your business plan
Managing your Joint Business Plan
Behavioural awareness
Varying your meeting style to fit your customers style
Upside down preparation
Quantifying the commercial benefits in business development proposals
Customer meeting process
Practicing the key skills required for a great customer meeting
Day 3 – Successful Business Negotiations
Getting in the right mind-set for a modern negotiation
Negotiation process
Proper preparation checklist
Dealing with “Stake in the Ground” or unyielding buyers
Key negotiation tools
Understanding negotiation commercials for all parties
Practicing the key skills required for a successful business negotiation

Who should attend

National Account Managers who want to understand how to be world class at commercial selling and managing relationships with buyers in multiples. Marketers and Trade Marketing Managers who wish to better understand how to assist the NAM function in delivering superb in trade execution.


Non-accredited programme

Upcoming dates:

No training dates available at the moment.

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Best Practices in National Account Management for the Food and Drink sector

Training Days

3 days

Training Locations

Cork, Dublin, Galway, Kildare, Limerick, Waterford

Course Cost

Skillnet Member: €1,000
Non-member rate: €500
* Cost quoted per person

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