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Sales Training

Overview
FMCGs

Sales Training Interventions


Area Sales
Managers
Territory
Executives/
Sales Officers
Bespoke
Workshops

Interventions for Territory


Executives/ Sales Officers
Role Play
and case
based
workshop
s

Channel
Managemen
t

Classroo
m
workshop
s with onfield
support

Consultative
selling

Joint
Business
Planning

Merchandisi
ng and
visibility

Negotiation
skills

Activity
planning
and
managemen
t

Role Play and Case Based


Workshops
Workshop

Key Learning Outcomes

Duratio
n

Channel
Management

Business models of various retail


formats
Aligning sales and service models
to the needs of various retail
formats
Emerging channels and trends

6-8 hrs

Joint Business
Planning

Distributor ROI and factors


affecting the same
Drawing up a win-win business
plan and gaining commitment
Implementing and reviewing
progress with distributors

8 hrs

Negotiation
Skills

Distributive vs mutual gain


negotiations
Developing a negotiation strategy
Identifying trade-offs and creating

6-8 hrs

Classroom workshops with onfield support


Workshop

Key Learning Outcomes

Consultative
selling

Selling as a science and an art


Pre-sales planning
The Sales Call
Objection handling
Post sales review and service
management

8 hrs
classroo
m
followed
by 4 onfield
contacts

Merchandising
and Visibility

Shopper behaviour Elements of


visibility that prompt her to act
Identifying hot spots in different
kinds of shops
Using the right merchandise
element in the right way

4 hrs
classroo
m
followed
by 2 onfield
contacts

Activity planning Planning time and cost effective


and
activities
management
Excellence in activity execution

Duration

6 hrs of
classroo
m

Interventions for Area Sales


Managers

Problem
Solving
Skills

Developing
Clarity of
Thought
Developing
Analytical
prowess

People
Developme
nt skills

Building
high
performanc
e teams
Coaching
and
mentoring
skills

Execution
excellence
skills

Execution
Discipline

Problem Solving skills ( 2 day


classroom workshop)
Workshop

Key Learning Outcomes

Developing Clarity
of Thought (Day 1 )

Identifying and focusing on critical


issues by sorting the wheat from the
chaff
Thinking non-traditionally by removing
barriers to problem solving
Using frameworks to bring structure to
abstract problems

Developing
Analytical Prowess
(Day 2)

Gathering and assessing relevant data


Breaking a problem into parts, with
alternative systems of thought
Arriving at well-reasoned conclusions
and testing them against relevant
criteria

People Development skills ( 2


day classroom workshop)
Workshop

Key Learning Outcomes

Building high
performance teams (
1 day classroom)

Identifying own preferred leadership


style and learning to flex it as per
situation
Creating a team profile - Identifying the
team role of different team members
and leveraging strengths accordingly
Delegation and empowerment with
accountability

Coaching and
mentoring skills (1
day classroom)

Providing and receiving feedback


constructively
Applying coaching techniques and
models to develop others
Managing conflicts and disagreements,
encouraging constructive criticism and
minimising negativity

Execution Excellence skills ( 1


day classroom workshop)
Workshop

Key Learning Outcomes

Execution Discipline
as a habit

Define execution in the context of own


organization
3 Core processes of execution People,
Strategy and Operations
Planning, reviewing and following
through on a plan
Optimum budgeting techniques
Using trade-off techniques to make
mid-course corrections
Creativity in execution Taking risks
and creating fall-back options

Bespoke Workshops
Sample: Winning at Point of
Purchase

Bespoke workshops developed based on specific


need of clients
Sample day long workshop on Winning at PoP
Key Learning Outcomes:
Understanding specific retail formats
Understanding shopper behaviour for specific product
category
Creating a winning strategy based on understanding of
retail format and product category
Elements of successful execution of a winning PoP
strategy Availability, Visibility, Implementation and
Review

Trainer Profile: Priti Agarwal


Priti is a versatile professional with interests ranging from sales, consulting,
business development, learning and development and building organizational
capability. She founded the Catalyst in 2009 with the dream of offering unique
skill enhancement opportunities to individuals across various kinds of
institutions and organizations at various levels.
Her interest in people development started very early in her career, when as a
sales manager and a leader at HUL, she pioneered and rolled out various
learning forums for her team. She continued to mentor and coach peers and
subordinates in her role as a strategy consultant at Accenture.
In the past 5 years, Priti has designed and run various training programs on
topics such as communication skills, leadership, time management, team
work and collaboration, selling and negotiation skills, customer service etc.
She has worked with middle as well as senior management teams across
various industries such as FMCG, Retail, Insurance, Pharma, Real Estate,
Manufacturing, Banking etc. Some of the clients that she has worked with as
an assessor/ trainer are Colgate, Ranbaxy, OBC, Pepsi, Carrefour, Jaypee
group, Jindal Steel and Power, HSBC, DLF and Pearson.
Priti is an MBA from XLRI and an economics graduate from St Stephens
college, Delhi University. She is certified in designing and implementing
Assessment and Development Centers (by TVRLS Learning Systems), in DISC
psychometric profiling (by Thomas PPA), in instructional design and facilitation

Discussions?
priti@thecatalyst.co.in
+91-9873806005