1 / 7

Vlerick Sales club summaries

Vlerick Sales club summaries. Deva Rangarajan. List of sessions. Steps in strategic selling What are the different roles in strategic selling Sales and Marketing? Merchandising Building a Planogram Key account management Category Management Shopper based design CRM Usage Ethical Issues.

misha
Download Presentation

Vlerick Sales club summaries

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Organization structures for SCM

  2. Vlerick Sales club summaries Deva Rangarajan

  3. List of sessions • Steps in strategic selling • What are the different roles in strategic selling • Sales and Marketing? • Merchandising • Building a Planogram • Key account management • Category Management • Shopper based design • CRM Usage • Ethical Issues

  4. Key Learnings Session 4: Merchandising • Any practice which contributes to the sale of products to the potential shopper. • At store level, merchandising refers to all available products and the display of those products in order to stimulate interest and entice customers to make a purchase. • Positionand investment matrix = necessary tools, youneedto have clearpositiontobeableto target youraudience

  5. Key Learnings Session 4: the resale pyramid (1/2)

  6. Key Learnings Session 4: the resale pyramid (2/2) • PRODUCT -> MAXIMIZING DISTRIBUTION = Rapidity to introduce products (by a unique selling proposition: product added value/ support –media-promo-POS material-merch) & to anticipate out-of-stocks • PLACE -> OPTIMIZING VISIBILITY = Shelf = 80% of sales (for most of the categories); Right shelf (category), shelf level, number of facings, brand blocking, etc.; Display & POS material • PRICE -> NO PRICE, NO SALE! = Presence & visibility of price tags, the right price (for ex, avoid 2 different prices for the same product!) • PROMOTION -> DISPLAY = Quality of display (place, volume, theatralisation) • COMMUNICATION = All the support you will give: above the line (media) & below the line (in store: folder; display, etc.)

  7. Thank you! Deva.Rangarajan@vlerick.com Astrid.dewael@vlerick.com

More Related