The document discusses strategies for selling new products, influencing customers, and negotiating with customers. It recommends planning visits to customers' offices to generate trials of new products. It suggests influencing customers by inviting them to presentations and social events to build relationships. It also advises negotiating by offering value beyond just price cuts, like providing market information, and getting something in return for any concessions made to customers.

1. X-FERTILIZATION INTERNATIONAL LAB DAY 2 HOW DO WE DO IT?... AND WHY DOES IT WORK? (THE 5 MAGIC VERBS) Planning

2. X-FERTILIZATION INTERNATIONAL LAB DAY 2 HOW DO WE DO IT?... AND WHY DOES IT WORK? (THE 5 MAGIC VERBS) Selling NPD: To distribute samples to customer’s offices with an hostess in order to generate trials toward the employes (to be teaser) To invite customers to parties in original location (to be memorable) for the presentation of nw products (cooking sessions) To use technicians to explain to customers our products NPD developed with the customer before launch (Pizza in Netherland) To introduce new product is usefull to speak about category management instead than the simple concept of “ one in -one out” VISIT PREPARATION: To send to customer an agenda of the visit before to set target and the day after send a summary Let the customer speak as much as possible

3. X-FERTILIZATION INTERNATIONAL LAB DAY 2 HOW DO WE DO IT?... AND WHY DOES IT WORK? (THE 5 MAGIC VERBS) Influencing TO INFLUENCE CUSTOMERS: Invite customers to presentations of important teachers (ex. At University for courses) useful for their job Invite customers in our company to show them how good we work Invite the buyers to some social event (football match) Try to share with the customers the social value of the company (on workers, vs the environment…) Face customer with a larger team (ex. Logistic) to show that you are efficient Don’t change Kam every year to build a relation with the customer (the better is 3 years) Use short dresses TO INFLUENCE COMPANY: To be transparent in sharing projects and problems (to fase as a team) To put marketing and logistic people closer to the customers To bring new ideas of better efficiency from the customers to the company Meeting every week a team created for singles customers to share information and solve problems Meeting very two weeks your piers to share best practises

4. X-FERTILIZATION INTERNATIONAL LAB DAY 2 HOW DO WE DO IT?... AND WHY DOES IT WORK? (THE 5 MAGIC VERBS) Negotiating For every thing we give to the customer we have to bring something (special cut price, informations…) Try to negotiate using different leves than cut price and fix investment for promotion (ex. quality promotions as taylor made, give customers relevant informations about the market or competition…)

5. X-FERTILIZATION INTERNATIONAL LAB DAY 2 HOW DO WE DO IT?... AND WHY DOES IT WORK? (THE 5 MAGIC VERBS) Performing

6. X-FERTILIZATION INTERNATIONAL LAB DAY 2 WHAT COULD WE DO BETTER?

7. X-FERTILIZATION INTERNATIONAL LAB DAY 2 AFTER WHAT WE HAVE LEARNED… WHAT COULD WE DO BETTER ? TARGET ACTIONS RESOURCES & REPONSIBLES TIMINGS KPIS Account profitability Contact financials Sales Director 6 months Data base account info Add meeting reports to account plan in data base (adding to account profile). Sales Director Account Managers 6 months