S9 – Category Based Selling

£295 + VAT PP | 3 hour virtual module. A notebook, learning journal and Customer Needs Tool will be sent in advance of the session

Programme Overview:

This session is focused on understand the consumer-shopper journey, and how this relates to winning with customers in your category. If you don’t talk about the shopper, you cannot communicate effectively. This is practical hands-on and challenging. As with all of our modules, it will be interactive, engaging, challenging and the team will ask tough questions of you.

What will I learn?

The key areas we will cover are:

1. The journey from ‘Need to Consume’ to ‘Purchase’.

2. The DNA of Sales and the Profit Hierarchy for customers.

3. Defining the category and being the Trusted Advisor.

4. Engaging across the portfolio, and this means understanding Own Brand.

5. Using the language of the category, not your own internal narrative.

Who should attend?

This is a development programme designed for those with at least 2 to 5 years of sales experience (or those who have attended the Selling S1 Module). This will provide attendees with the knowledge and tools to be ‘category ready’ for your key customers. This is also a perfect programme for those in category marketing, customer marketing or for marketeers keen to extend their knowledge of the consumer into the world of the shopper, and link their consumer expertise to executing with shoppers in-store.
Completion of Module S1 – Core Selling Skills is recommended before attending.

Virtual Learning

All our programmes are delivered virtually, which means you can decide where you learn – all you need is a laptop, good internet connection, microphone and webcam.