Diploma in Global Sales for the Food and Drink sector
Objectives
At the end of the programme participants will know how to:
- Develop an understanding of market opportunities and the resources required to enter new markets.
- Effectively communicate the levels of value that can be offered to consumers.
- Create a channel management strategy including the selection of the most relevant route to market.
- Develop and implement a key account management plan with a deeper understanding of buyer KPIs and how they are managed.
- Create an effective framework for lead generation, focusing on benchmarking, developing content and tactical actions.
- Get into the ‘mind of the buyer’ and gain the practical strategies and techniques required to develop, implement, monitor and appraise sales performance in an international context.
- Use appropriate tools for presentation, sales pitch and negotiation skills to effectively communicate the value of your offering to buyers.
Content includes
- 12 day programme delivered in 6 x 2 day modules over a 6 month period. Modules include:
- Preparing for growth and planning sales capability.
- Customer value proposition and selling across cultures.
- Identifying the right markets.
- Selecting and managing channel partners and key accounts.
- Reaching the buyer.
- Effective negotiation and key account management in a global perspective.
Who should attend
Commercial teams and experienced sales professionals with responsibility for growing sales in International Markets.