CPG / FMCG Fundamental Sales Training Program

CPG / FMCG Fundamental Sales Training Program

Have a team of 5 or more? Request team pricing.

This online sales training program is for Key Account Managers or sales people  who want to build their skills in fact-based selling, and presentation development with considerations for their retail customers and their needs.


Strong selling skills start with building your skills in the area of fact-based selling, to help you to build relevant, logical, fact-based sales presentations for your retail customers.
Your program will help you to build skills in the following areas:
  • The category management process;
  • Consideration for each retailer's unique strategies; and
  • Introduction to basic category management data sources and analytics.

The program starts with a detailed overview of category management and the role that suppliers and retailers play in the process. It's important to understand this so that you can start thinking of things from your customer's perspective.  Next, you will learn about part of a retailer’s strategy in detail, with an opportunity to define your retailer’s overall strategies in a hands-on workshop. Once you've got this strategic perspective about the retailer, you'll learn how to complete a category assessment, which is where many sales opportunities can arise.  This is followed by a course on the category tactics, which are the drivers of sales and profit - including some of basic measures and analytics. Finally, you will learn the fundamentals of effective presentations, including a course that teaches you how to create a PowerPoint presentation that looks good and has logic and flow, and a final course that focuses on Fact-Based Selling, with the opportunity for you to tie in their learnings from all of the other courses in this program into a compelling, fact-based presentation.

Program Curriculum

  • Category Management Overview
  • Retailer Strategy
  • Understanding and Using Data
  • Category Assessment
  • Category Tactics and Analytics
  • Building PowerPoint and Presentation Skills
  • Fact Based Selling

Program Details

  • Approximately 15 hours to complete
  • No prerequisites

Purchase Details

  • 365-day Access via  CMKG's Online Training and Resource Center, including individual course Hands-On Workshops, Downloadable Notes & Reference Guides, Knowledge Checks, and Course Tests. Desktop, Laptop and Mobile Devices compatible. 
  • Ongoing student support (Email, Live Chat)
*CMKG's Online Training and Resource Center includes many resources you can use in your day to day: a Resource Library with whitepapers, articles, tips and tricks, e-books and more; a dynamic Industry Glossary with >300 terms, each with a definition, formulas and links to other related descriptions; and 6 Student Webinars per year in topics suggested / chosen by students.