Open Courses

Successful Retail Sales & Marketing



The development and effective deployment of compelling sales strategies and techniques is more important than it has ever been. This course presents practical concepts and techniques as well as extensive role playing to enable participants to formulate, influence and implement sales concepts for their business. This course will cover the spectrum of tactical and transformational sales techniques. It will introduce participants to current sales thinking and best practices and will help in understanding, creating, communicating and delivering Value.

Who should attend

This unique course is structured for senior executives, directors and managers who are involved in retail sales and marketing who wish to utilise world-class techniques in creating and building customer value and in maintaining profitable business relationships. It is also suitable for individuals who want to improve their understanding of marketing and sales concepts and practices how they can be applied for outstanding results.

5 days

London | £3600


Marketing essentials

    • Defining and Understanding the Product / Service
    • Concepts of Pricing
    • Channels of Distribution: getting the product to the user
    • Marketing Communications
    • Segmentation - Targeting – Positioning

The Buying Experience

    • Examining the steps of the buying experience
    • Examining buyer needs
    • Locating seller benefits

Evaluation of Alternatives

    • Looking for the optimal solution
    • The discovery of the sweet spot
    • Negotiation skills

Managing Risk

    • Types of risk involved in buying decisions
    • Making the actual sale
    • Post sales Honeymoon period

Account Management

    • Building the CVP
    • Key objectives
    • Account planning
    • Mapping out future development
    • Repeat buying

At the end of this programme participants will be able to:

  • Understand and define the market essentials
  • Assess buying power in different environments
  • Explore different buying alternatives
  • Understand the importance of successful negotiation
  • Assess buying decisions to reduce risk
  • Identify key business objectives
  • Understand the importance of account planning