On Trade Academy Field Sales Open Workshops - New Dates Just Announced

March 22, 2010 - PRLog -- Varda Kreuz Training (http://www.vardakreuztraining.com ) and the On Trade Academy (http://www.on-trade-academy.co.uk ) are delighted to be adding some new dates and locations to this years open workshop calendar with the launch announcement of the On Trade Academy Field Sales Workshops.

Outcome

Delegates will leave this two day workshop understanding the multi-layered complexity of the On Trade sector, equipped with a number of new ideas and sales skills enabling them to become more successful, productive, efficient and effective.

Background

A working knowledge of the on trade sector, fundamental sales skills, category management, back bar merchandising and effective customer care are critical to the success of any business currently trading in this arena.

This introductory workshop is based on the “Selling With EASE®” system, which discusses the four major elements of sales - Earning the right; Asking the appropriate questions; Solving the problem & Executing the solution.

This interactive two day event is a must for those who have recently begun a sales career within the on trade sector or for anyone requiring a comprehensive "refresher".

The skills essential to become successful in highly competitive sales markets are explored in depth, and key areas of importance are highlighted and explained.

During each session we uncover nuggets of information and sector specific sales skills which are fundamental in recognising and influencing those crucial moments when a sale may be won or lost.


Objectives

At this end of this two day workshop delegates will:

• Understand the multi-layered complexity of the On Trade sector
• Be able to explain the reasons behind customers buying decisions
• Follow an effective method of developing sales
• Understand the importance of deep listening
• Demonstrate improved questioning techniques
• Understand the difference between features and benefits
• React effectively to buying signals
• Be able to overcome objections
• Developed a realistic perspective for recognising potential opportunities
• Possess a foundation level understanding of category management
• Be able to confidently close a sale


Workshop Content

The On Trade - Overview
• Why is it so different from the off trade?
• Understanding the landscape

The Changing Market
• How the market place has changed in the last ten years
• Consumer mix
• Merchandising

Category Management – An Introduction
• The Multi-layered world of the On Trade
     o Target customers
     o Type of venue, event & offering
     o Drink categories and sub-categories

Selling With EASE® - Earn the Right
• Building Rapport
• Deep Listening

Selling With EASE® - Ask the Appropriate Questions
• Questioning Techniques
• Types of Questions

Selling With EASE® - Solve the Problem
• Features and Benefits

Selling With EASE® - Execute the Solution
• The Presentation
• Buying Signals
• Closing
• Types of Close
• Handling Objections
• Fear of Price

Location / Date

Manchester – 18th & 19th May 2010
Birmingham – 20th & 21st May 2010
Luton - 25th & 26th May 2010
York – 7th & 8th June 2010
Edinburgh – 9th & 10th June 2010
Bristol - 15th & 16th June 2010

For more information contact us http://www.on-trade.co.uk/contactus.htm or call 0161 935 8183 - ensure your place and book now.

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specialising in tailored and bespoke programmes which offer a wide range of business solutions.

The team at Varda Kreuz Training have many years experience, specialising in key business development training spanning various industry sectors.