Direct store delivery (DSD) is all about building and maintaining customer relationships. Effective communication and overcoming customer objections are just two of the skills needed to establish positive working relationships and sell your products. You then need to be able to effectively merchandise your product to promote sales. Our direct store delivery training videos will help teach your salespeople how to effectively navigate these relationships and successfully sell their products.
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Retail Selling: Handling Objections
Real selling doesn’t even begin until the customer says no. Handling objections is the most difficult step in the sales process. An objection is a comment that can prevent a final buying decision. However, they are not a negative element of a sales call. In fact, they’re positive. Here’s why; If handled properly, objections can help you to succeed. An objection is a signal that your customer is engaged. It’s simply a request for more information. This course teaches how to overcome roadblocks and barriers to handle the dreaded “NO.”
Introduction to Merchandising
Merchandising, in its simplest form, is replenishing inventory on the sales floor that has sold down. This includes the primary shelf in the grocery aisle, as well as other various points of interruption throughout the store like displays, racks, and coolers. Merchandising is also about how we position our products in front of shoppers to optimize the opportunity to motivate purchase decisions. This course is aimed at introducing you to retail merchandising and arming you with the knowledge and skills necessary to be successful.
Retailer Profitability Model: Introduction to the RPM
In order to be a successful salesperson, your retail customers need to see you as a strategic partner. You can’t effectively partner with them until you understand the basic financial components of your customer’s business. It’s a simple formula and all boils down to profit and how you can impact it. In this program, we will introduce you to the Retailer Profitability Model, and demonstrate how it works.
Communication Best Practices
Effective communication is the cornerstone of the entire service process your company provides to retail customers. It is a team effort that requires everyone to be in constant contact to ensure flawless execution. Poor communications will always result in lost sales. When this happens, it creates havoc for everyone involved. This course teaches the importance of effective communication and some best practices that will enable you to successfully execute the responsibilities of your role.
Additional Direct Store Delivery Training Topics
Our Direct Store Delivery content covers even more topics, such as:
- Retail Selling
- Retailer Profitability Model