CPG / FMCG Key Account Intermediate Sales Training Program
This online sales training program is for Key Account Managers or Salespeople who want to advance their fact-based selling skills, with focus on advanced data sources and analytic techniques across the tactics.
7 Courses Included: Building Excel Skills; Building Data Competency: POS Data; Pricing Strategies and Analysis Techniques; Promotion Analysis Techniques; Space Management Fundamentals; Strategic Selling; Building Data Competency: Panel Data.
Time Required: Approximately 15 hours
Prerequisites: "CPG/FMCG Fundamental Sales Training Program" is recommended (or some experience in data and data analysis)
Because sales people make many recommendations that relate to the category tactics (assortment, shelf, pricing, promotion), it's important to build these skills, and then learn how to incorporate them into future selling situations and joint business planning.
Your training program starts with an Excel course that teaches you the basic-to-advanced functions in Excel (you can choose how "deep" you want to go to build your Excel skills). Next, you learn about two key category management data sources - including retail POS data and panel data. It's important to understand the pros & cons of different data sources, as well as the measures and analytics associated with each. Once you have a strong data understanding, it’s time to analyze the tactics, including pricing, promotion, product assortment and the shelf (yes, sales people need to understand the shelf!). These in-depth programs on the category tactics will teach you the strategic considerations, as well as the key measures and analytics associated with each tactic.
With all of these new data & analytic skills you develop from these courses, you will then complete “Strategic Selling” and "Collaborative Business Planning" courses to learn how to maximize your new skills at an advanced level.
- 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.