Workshop 5: Negotiating TM ideas using trade mathematics

Module 1: Convincing to the TM concept and market strategy

Discussing the principles of persuading interlocutors is an essential element of training aimed at creating effective communication. Even experienced salespeople often confuse concepts and underestimate the importance of various stages of the persuasion process, which results in reduced effectiveness. This training is intended to eliminate such issues.

• Persuading others to support your cause
• Building argumentation
• Mathematics of cooperation with the manufacturer – contract analysis and KPI determination
• Types of interlocutors

Module 2: Language of gain in TM

Experience shows that instead of persuading interlocutors effectively, sales teams often focus on listing features of trade marketing solutions. This frequently leads to deadlocks in negotiations. The training develops the ability to communicate using the language of benefits and value.

• Trade marketing basics in the language of gain
• Argumentation in category management and product positioning in retail chains
• Argumentation related to sales promotion principles and tools
• Practical exercises