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| fmcg sales training modules: Do Not Sell More Edwin M. Jardin, 2019-02-08 Introducing the Sell Right Concept, your key to unlocking unparalleled success in the world of sales. This revolutionary concept is designed to empower your team, optimize your strategies, and maximize your sales potential. With Sell Right, you’re not just selling; you’re dominating your market. At the core of Sell Right Concept is a dynamic and adaptable approach that ensures you stay ahead of the competition. Our proven methodologies, innovative training, and customer-centric strategies guarantee a sales experience that resonates with today’s dynamic market. The book will discuss the following : •The “ Sell RIGHT “ concept or ”SERICO” is an approach that drives more sales as a consequence •Achieving Results thru 555 Coaching Process & Territory Opportunity Spotting •Proper use of Weekly Imperatives Management •How to use Standard Forms as an effective management tool >Simplifying The Sales/Distribution business into basic Sales Efficiency Equation •The how’s and why’s of Basic Call Procedure •Putting closure to agreements by using the” Actionable Items” approach •Simplifying the Offtake, inventory and ICO analysis using the” Romeo Analysis” •The importance of “relevant outlets’ in Route to Market Model •The Role of Pareto outlets vs General Trade Outlets •Keys pointers in Route Planning Considerations •Ritualizing “ Everybody’s day Job” Many more…. |
| fmcg sales training modules: Business World , 2002 |
| fmcg sales training modules: Rural Marketing: Text And Cases, 2/E Krishnamacharyulu C. S. G., 2011-09 |
| fmcg sales training modules: The Dictionary of Marketing Azaz Motiwala, 2005 The Dictionary of Marketing has been carefully designed to give both the expert and the student/newcomer overviews and succinct presentations of the most important traditional and contemporary issues in marketing.The Dictionary of Marketing contains more than 4000, A-to-Z terms and definitions covering marketing, advertising, market research, consumer behavior, marketing mix, international marketing and virtually all facets of sales and marketing operations. Key Features -Contains comprehensive collection of more than 4000 up-to-date, accurate major terms and concepts that are essential for understanding basic functions of marketing. -All entries explained in clear, simple English considering learning and memory level of both students and professionals -International entries are included to give the reader a greater awareness of the language of marketing than has been previously available |
| fmcg sales training modules: Sales Express Leo Gough, 2003-10-31 The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people. |
| fmcg sales training modules: Personnel Management , 1986 |
| fmcg sales training modules: Managing Your Marketing Career Andrew Crofts, 1991 |
| fmcg sales training modules: FMCG Selling Leo Gough, 2004-01-16 The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people. |
| fmcg sales training modules: Marketing , 2005 |
| fmcg sales training modules: The Growth Drivers Andy Bird, Mhairi McEwan, 2011-11-09 The Growth Drivers is a practical guide to building marketing capabilities. It explains why it is critical that organizations invest in the capabilities needed to excel at customer-centric marketing to drive growth. The authors explain what world-class marketing means in practice and reveal the power of strategic marketing as a dynamic propeller of growth. Each chapter includes a summary, a separate in-depth case study, a range of illustrative real-life examples and some practical tools based on the work of leading practitioners in this pioneering field, as well as relevant diagrams and pictures. |
| fmcg sales training modules: The Science of Selling David Hoffeld, 2016-11-15 The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot |
| fmcg sales training modules: Smart Calling Art Sobczak, 2010-03-04 Praise for SMART CALLING Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!—LARRY WINGET, television personality and New York Times bestselling author Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years.—REX CASWELL, PhD, VP, LexisNexis Telephone Sales You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless.—BOB SILVY, VP, Corporate Marketing, American City Business Journals Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction.—BILL McALISTER, SVP, Inside Sales, McAfee A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back.—MIKE FAITH, CEO & President, Headsets.com, Inc. If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful.—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International |
| fmcg sales training modules: Selling and Sales Management David Jobber, 2008-09 |
| fmcg sales training modules: The Challenger Sale Matthew Dixon, Brent Adamson, 2011-11-10 What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth. |
| fmcg sales training modules: Marketing Analytics: A Practitioner's Guide To Marketing Analytics And Research Methods Ashok Charan, 2015-05-20 The digital age has transformed the very nature of marketing. Armed with smartphones, tablets, PCs and smart TVs, consumers are increasingly hanging out on the internet. Cyberspace has changed the way they communicate, and the way they shop and buy. This fluid, de-centralized and multidirectional medium is changing the way brands engage with consumers.At the same time, technology and innovation, coupled with the explosion of business data, has fundamentally altered the manner we collect, process, analyse and disseminate market intelligence. The increased volume, variety and velocity of information enables marketers to respond with much greater speed, to changes in the marketplace. Market intelligence is timelier, less expensive, and more accurate and actionable.Anchored in this age of transformations, Marketing Analytics is a practitioner's guide to marketing management in the 21st century. The text devotes considerable attention to the way market analytic techniques and market research processes are being refined and re-engineered. Written by a marketing veteran, it is intended to guide marketers as they craft market strategies, and execute their day to day tasks. |
| fmcg sales training modules: The SAGE Handbook of Digital Marketing Annmarie Hanlon, Tracy L. Tuten, 2022-06-10 Digital marketing changes the dynamics of traditional routes to market, augments conversations and facilitates the measurement of activities by organisations and consumers alike. This Handbook strives to advance the study and understanding of this domain and provides a digital marketing journey that flows from methods and methodologies. It moves from the fundamentals to the different aspects of digital marketing strategy, tactics, metrics and management, and ethics. This Handbook brings together the critical factors in digital marketing as the essential reference set for researchers in this area of continued growth. It is essential reading for postgraduate students, researchers, and practitioners in a range of disciplines exploring digital marketing. Part 1: Foundations of Digital Marketing Part 2: Methodologies and Theories in Digital Marketing Part 3: Channels and Platforms in Digital Marketing Part 4: Tools, Tactics and Techniques in Digital Marketing Part 5: Management and Metrics in Digital Marketing Part 6: Ethical Issues in Digital Marketing |
| fmcg sales training modules: HVG. , 2007 |
| fmcg sales training modules: All You Need Is A.S.K. Taleb Hammad, 2017-12-12 Almost every company that wants to succeed needs to have salespeople who can sell. They must be able to deliver stellar presentations, spark interest in products and services, and respond to competitors. Prospects must be convinced that the company in question can solve one of their problems. To do all this, salespeople need the right attitude, skills, and knowledgeor A.S.K. In this book the authorwho has inspired and educated salespeople at top pharmaceutical companies for more than two decadesexplains how to focus on these three pillars of success. With his guidance, youll learn how to: exhibit the right attitude around clients and employees focus on acquiring the right knowledge identify your target audience develop the skills you need to succeed Whether youre starting a career in sales, managing a team of salespeople, or seeking to position yourself and/or your company for future success, youll be poised to succeed with the lessons in All You Need Is A.S.K. |
| fmcg sales training modules: Implementing a Training and Development Strategy Roger Cartwright, 2003-10-31 Effective Training & Development is essential if you are tocontinuously get the best from your people and extend the knowledgeshelf-life of your company. This module explores the vast array ofoptions available to the HR function including on-the-job learning,formal management education, coaching and mentoring.Cost-effectiveness and measurable payback are also dealt with ascornerstones of any training and development activity. |
| fmcg sales training modules: Retail Analytics Emmett Cox, 2011-10-18 The inside scoop on boosting sales through spot-on analytics Retailers collect a huge amount of data, but don't know what to do with it. Retail Analytics not only provides a broad understanding of retail, but also shows how to put accumulated data to optimal use. Each chapter covers a different focus of the retail environment, from retail basics and organization structures to common retail database designs. Packed with case studies and examples, this book insightfully reveals how you can begin using your business data as a strategic advantage. Helps retailers and analysts to use analytics to sell more merchandise Provides fact-based analytic strategies that can be replicated with the same success the author achieved on a global level Reveals how retailers can begin using their data as a strategic advantage Includes examples from many retail departments illustrating successful use of data and analytics Analytics is the wave of the future. Put your data to strategic use with the proven guidance found in Retail Analytics. |
| fmcg sales training modules: Mastering the Complex Sale Jeff Thull, 2010-03-10 Praise for Mastering the Complex Sale Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives. —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together. —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment. —Samik Mukherjee, Vice President, Onshore Business, Technip Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come! —Lee Tschanz, Vice President, North American Sales, Rockwell Automation Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks. —Dave Stein, CEO and Founder, ES Research Group, Inc. Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels. —Sven Kroneberg, President, Seminarium Internacional Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth. —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference. —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation |
| fmcg sales training modules: Principles of Retailing John Fernie, Suzanne Fernie, Christopher Moore, a Fernie, 2013-06-17 Referring widely to real examples of change and best practice in modern retail management, it gives students a thorough grounding in: * The changing retail environment * Managing change in the retail sector * Understanding the supply chain * Mastering retail operations Written by an author team with an expert knowledge of the sector and experience of communicating the key concepts to all kinds of students, Principles of Retailing is an essential text and reference. |
| fmcg sales training modules: Directory of Publishing 2003 Continuum, 2003 This volume provides a detailed book trade directory for the U.K., Commonwealth and Irish Republic. It lists some 1500 publishers in 21 countries, and also offers in-depth coverage of the wider U.K. book trade. |
| fmcg sales training modules: Sales and Distribution Management Tapan Kumar Panda, 2012 |
| fmcg sales training modules: Reflecting on India’s Development NILERD, 2018-09-10 The book assesses the development experience by reflecting on a number of aspects, such as growth in relation to employment, regional imbalances and rural–urban distribution. Further, it examines educational attainment and human capital formation issues in the context of the skill shortages the country is facing, and analyses social inequality, including gender, and evaluates a number of empowerment strategies. Lastly, it critically assesses the effectiveness of health services by examining case studies of on-going sanitation, family planning and reproductive health programmes. Presenting both quantitative and qualitative approaches, the papers utilise rare databases that are usually not available in the public domain to reflect on the country’s development experience. The book revisits many development concerns, particularly inclusiveness aspects, through an in-depth analysis. It covers three major areas related to (a) employment, (b) education and skill and (c) social concerns and issues related to health services. The book will be an important resource not only for researchers but also for policy makers and those involved in capacity development in these areas. |
| fmcg sales training modules: Directory of Publishing 2001 Continuum, 2000 This book, now in its 26th year, is compiled in association with the U.K. Publishers Association. It is the most authoritative, detailed book trade directory for the U.K. and Commonwealth available. It lists some 1,500 publishers in twenty-one countries. In addition, the Directory offers in-depth coverage of packagers, literary agents, trade and allied associations, and services. |
| fmcg sales training modules: SPIN® -Selling Neil Rackham, 2020-04-28 True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance. |
| fmcg sales training modules: Business India , 2007-11 |
| fmcg sales training modules: Business and Society Danica Purg, Alenka Braček Lalić, Jennifer A. Pope, 2018-06-26 The world of business is constantly evolving and management education institutions will likely face a number of challenges in keeping up with these changes. While most books focus on the needs of management education institutions, this work addresses the needs of the corporate world in the era of the Fourth Industrial Revolution. Featuring an extensive research study spanning 11 countries, it offers a unique perspective on the business challenges and developmental needs of companies in emerging and recently emerged economies, and on the missing links between those needs and management education. Using both company-specific and country-level data, the book provides businesses and educators with rare insights and recommendations on strengthening existing partnerships (or establishing them anew) between management education institutions and the corporate sector in order to make management education relevant for the 21st century. The book argues that ‘relevance’ should take the center-stage of all higher education institutions in order to accomplish their third mission, namely service to society. This is especially important for management education institutions, whose mission is to mold future managers and leaders who can have a significant influence on economic success and the wellbeing of society. |
| fmcg sales training modules: Accountancy , 1988 |
| fmcg sales training modules: Critical Selling Nick Kane, Justin Zappulla, 2015-09-28 Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research. |
| fmcg sales training modules: Consultants and Consulting Organizations Directory , 2005 |
| fmcg sales training modules: UK Directory of Executive Recruitment Executive Grapevine International Limited, 2004-07 The UK Directory of Executive Recruitment is a comprehensive source of information on the UK's executive search and selection consultancies. |
| fmcg sales training modules: Unlocking the World's Largest E-market: A Guide To Selling on Chinese Social Media Ashley Dudarenok , This book is a must-have for anyone who’s working with Chinese social media or planning to enter China. It’s packed with the latest information, actionable insights and strategies for marketers to make the most of WeChat and Weibo. You’ll learn about Chinese consumers, WeChat and Weibo working models and the outlook for digital trends in customer relationship management, artificial intelligence and what kind of changes ‘New Retail’ will bring. What Every Marketer Needs to Know about ChinaHow Your Business Can Harness Chinese Social MediaWeChat: China’s Operating SystemWeibo: China’s Online HotspotThe Future: Get Ready for New Retail Whether you want to enter the market for the first time, expand your presence in China or provide services to Chinese tourists abroad, “Unlocking the World’s Largest E-market” offers practical advice about selling on Chinese social media from someone who has seen the transformation in China’s online world firsthand. |
| fmcg sales training modules: A Complete Understanding of the Groceries Supply Code of Practice (GSCOP): 76% of Direct Suppliers Don't Understand the Code. Do you? Darren A. Smith, 2015-11-06 A code of practice was introduced by the UK Government to enable suppliers to fear UK supermarkets less. This code is called GSCOP - The Groceries Supply Code of Practice. Sales Directors, Category Managers, and National Account Managers need to understand the 'rules of the game' that they play in, because how can they call 'foul play' if they don't know the rules? It's ok not to know the off-side rule, unless you are a footballer! This book has been written to help suppliers to to major UK supermarkets to understand the Government legislation that was brought-in to protect them. Christine Tacon, the Groceries Code Adjudicator, challenges suppliers to understand the Code, in this 3.5 minute video https: //www.youtube.com/watch?v=4oEgPaQtcUw This book is designed to raise awareness of the Code with suppliers, highlight the most important areas for a supplier to consider, and be used as a reference to come back to understand, for example, the rules around 'delisting' when they need to. Making Business Matter is the soft skills training provider, partnering with clients that are frustrated by their people returning from training courses and then doing nothing differently. Our clients choose us because we achieve behavioural change through our unique training method, sticky learning (R). https: //www.makingbusinessmatter.co.uk |
| fmcg sales training modules: Social and Sustainability Marketing Jishnu Bhattacharyya, Manoj Kumar Dash, Chandana Hewege, M.S. Balaji, Weng Marc Lim, 2021-09-26 ... an important intervention in the conversation around social and ecological sustainability that draws on both micromarketing and macromarketing scholarship to help the reader understand the challenges with illustrations from insightful cases both from emerging and developed economies. This compilation should be essential reading for the discerning student of sustainable consumption and production. -- Professor Pierre McDonagh, Associate Editor, Journal of Macromarketing (USA); Professor of Critical Marketing & Society, University of Bath, UK Experts in the field of economics, management science, and particularly in the marketing domain have always been interested in and acknowledged the importance of sustaining profitable businesses while incorporating societal and environmental concerns; however, the level of existing literature and availability of teaching cases reflect a dearth of real case studies, especially those focused on marketing for social good. This book of actual case studies will address that need. In addition, this book is important and timely in providing a case book for instructors (those in both industry and academia) to help them in teaching and training the next generation of leaders through corporate training and universities. Currently, marketing for social good is increasingly becoming a part of most curriculums under the umbrella of different titles, such as social marketing, green marketing, and sustainability marketing. The relevance of these studies is increasing across the globe. This book is composed of long and short real cases with varying complexity in different sectors. This case book will also cover some review articles for an overview of the recent developments in the study area. With these case studies, collections of questions, teaching materials, and real-life marketing scenarios, this book offers a unique source of knowledge to marketing professionals, students, and educators across the world. The main objective of this case book is to understand the applicability of marketing science (marketing for social good context, such as social marketing and sustainability marketing) in internet marketing related to e-buying behavior and e-WOM. In addition, it illustrates the various types of existing marketing practices that are relevant from both theoretical and practical points of view in this electronic era, as well as discussing other non-electronic marketing practices and focusing on consumer buying behavior. As a result, marketing managers can treat their customers according to their desired value. This book particularly explores the possibilities and advantages created by social marketing and sustainability marketing through the presentation of thorough review articles and case studies. This case book helps corporate training centers and universities with compact teaching reference materials in their relevant courses. |
| fmcg sales training modules: People Management , 2001 |
| fmcg sales training modules: Hotelier & Caterer , 1997 |
| fmcg sales training modules: Distribution and Sales Management , |
| fmcg sales training modules: Key Account Management Diana Woodburn, Malcolm McDonald, 2012-11-13 This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling. Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers. |
Fast-moving consumer goods - Wikipedia
Fast-moving consumer goods (FMCG), also known as consumer packaged goods (CPG) [1] or convenience goods, are products that are sold quickly and at a relatively low cost. Examples …
Fast-Moving Consumer Goods (FMCG) Industry: Definition, …
Apr 25, 2025 · Fast-moving consumer goods (FMCGs) are products that are sold quickly, are affordable for consumers, and have high turnover for companies. FMCGs have a short shelf life...
Fast-Moving Consumer Goods (FMCG) - Overview, Examples, Jobs
What are Fast-Moving Consumer Goods (FMCG)? Fast-moving consumer goods (FMCG), also called consumer packaged goods (CPG), refer to products that are highly in-demand, sold …
What is FMCG? - Characteristics, Types, Examples - Feedough
Fast-moving consumer goods (FMCG) are consumer products designed for frequent use, usually consumed quickly, and have high demand and low cost. This definition of FMCG can be …
What is FMCG (Fast Moving Consumer Goods)? A 2024 Guide
Oct 31, 2023 · FMCG stands for Fast-Moving Consumer Goods, often referred to as Consumer Packaged Goods (CPG), and represents a category of products that are characterized by their …
What is the difference between “FMCG” and “CPG?” - NIQ
Feb 15, 2022 · FMCG, or Fast-moving Consumer Goods, refers to products that you can sell quickly at relatively low cost. They are considered moving because retailers need to restock …
What is FMCG? – Characteristics, Types, and Examples
Fast-moving consumer goods (FMCG) are commonly used, high demand, non-durable, and low-priced products sold in the retail markets or stores.
What is FMCG? Understanding the Fast-Moving Consumer …
FMCG stands for Fast-Moving Consumer Goods, which are sold quickly and cheaply. FMCG products include packaged foods, beverages, toiletries, cosmetics, cleaning supplies, and …
Fast-Moving Consumer Goods: Definition, How They Work, Types ...
Oct 23, 2024 · Fast-moving consumer goods (FMCGs) are products that sell quickly and at a low cost, characterized by high demand and short shelf life. These goods include everyday items …
Understanding Fast-Moving Consumer Goods (FMCG): Definition ...
Fast-Moving Consumer Goods (FMCG) are essential products that people use daily. This article explains what FMCG are, provides examples of these products, discusses their significance in …
Fast-moving consumer goods - Wikipedia
Fast-moving consumer goods (FMCG), also known as consumer packaged goods (CPG) [1] or convenience goods, are products that are sold quickly …
Fast-Moving Consumer Goods (FMCG) Industry: Definition, …
Apr 25, 2025 · Fast-moving consumer goods (FMCGs) are products that are sold quickly, are affordable for consumers, and have high turnover …
Fast-Moving Consumer Goods (FMCG) - Overview, Examples…
What are Fast-Moving Consumer Goods (FMCG)? Fast-moving consumer goods (FMCG), also called consumer packaged goods (CPG), refer to products that …
What is FMCG? - Characteristics, Types, Examp…
Fast-moving consumer goods (FMCG) are consumer products designed for frequent use, usually consumed quickly, and have high demand and …
What is FMCG (Fast Moving Consumer Goods)? A 2024 Gui…
Oct 31, 2023 · FMCG stands for Fast-Moving Consumer Goods, often referred to as Consumer Packaged Goods (CPG), and represents a …
