For any company, how effectively it sells to its customers is a key determinant of top line growth and profitability. Raw Management Solutions can help companies sell more, more often to more customers by developing your sales team's essential selling skills..this presentation describes our approach

1. Commercial Excellence
Selling Skills
Helping Companies Sell More

2. To increase the revenue and
profitability of our business by
getting more
customers to
buy
getting existing
customers to
buy more
getting existing
customers to
buy more often
Why companies sell

3. Why companies fail to sell

4. Proven effective approach as used by
most of the top FMCG businesses
Addresses the critical “why we fail to
sell” issues
Flexible modular design to focus
learning and practice where it is
needed
Develops practical skills that can be
applied immediately in the work place
Commercial Selling Skills
Benefits for your company

5. Modular programme
Differentiates selling from
negotiation
Understanding buyers and
their goals, needs and
aspirations
Introduce a common structure
for successful selling
Practicing in role play
Commercial Selling Skills
Overall Approach

6. Delegates use their own, self-nominated, real customer situations
Workshops are either case material exercises, to practice principles, or ‘in
house, own situation’ to gain real practice against real issues
Final role plays for Commercial Selling Skills are with their own customer
situation (customer to be played by a professional, vocational buyer)
Facilitated discussion, working pairs, small groups, individuals working on
their own situation and role play make up the structure of the events
Style of the events is informal, relaxed approach, explanation and
discussion driven.
Commercial Selling Skills
Training Methods and Techniques

7. Session Content Methods
Introduction and Learning Objectives Overview of the program and capture the personal
learning objectives of each delegate
Facilitated discussion
Understanding what “Selling” is Explore selling vs negotiation Short presentation, delegate discussion groups
and plenary feedback
Understanding what “Buying” is Explore buying and how the buying decision is made
in different organisations
Short presentation, delegate discussion groups
and plenary feedback
Understanding your buyers needs Explore what buyers want, and practice using
questioning and listening skills
Short presentation, demonstration, delegate
practice sessions and plenary feedback
Setting Sales Objectives Exploring different types of sales call and the
objectives of each
Short presentation, delegate discussion groups
and plenary feedback
The Commercial Selling Structure
• Summarising the Situation
• Stating the Benefits
• Explaining how it works
• Restating the benefits
• Closing
Introduction to, and walk through of the
Commercial Selling Structure, using external
examples and case studies as learning materials
Short presentation on each topic, followed by
delegate discussion groups, delegate practice
sessions and plenary feedback
Preparing To Sell Preparation for a sales call relevant to the individual
delegate using relevant internal information
Delegate work sessions
Role Play Delegates interact with a vocational buyer to
practice delivery of the Commercial Selling Structure
and their selling skills
Observed role plays (which can be video
recorded) and individual feedback
Feedback and Action Planning Revision of key learning points and development of
personal action plans by delegates to take learnings
into the workplace
Facilitated discussion and action planning
session, followed by check back against personal
learning objectives
Typical Course Structure
(8 -10 Delegates, 3 Days Duration)

8. Proven
•Proven
methodology
as used by
most top
FMCG
companies in
B2B selling
Effective
•Addresses all
key “Why we
fail to sell”
issues
Fast
•Short 3 day
module to
become
immediately
effective
Payback
•Practical
learning
means skills
can be
immediately
applied to
work
situation
Why Commercial Selling Skills?

9. We offer introductory, intermediate and advanced training in key
areas of Commercial Excellence, including
Category management
Brand management
Consumer marketing
Shopper marketing
Customer (B2B) marketing
Distributor management
All our programs are designed to develop immediately applicable skills
and knowledge to ensure payback
We design each program to suit individual client training needs, so please contact us for
more information or to discuss your needs
Other Training Programs

10. Contact
Sean Raw
• Tel : +357 96894367
• E-Mail : sean@rawsolutionsgroup.com
• www.rawsolutionsgroup.com