Selling into Industries: Retail and Consumer Products

Learn how to sell consumer products to retailers. Get sales strategies for getting your products on store shelves and into customer hands.

Introduction

• Achieving retail success
• What you need to know

1. Researching the Business

• The retail industry and current trends
• Wide array of retailers
• The competitive landscape
• Following your sales process

2. Planning and Preparation

• Collaboration with other departments
• The product: Pricing, packaging, and terms
• Know and target the right retailers
• Direct, distributors, or wholesalers

3. Selling the Customer

• Developing your presentation
• Marketing, publicity, co-op advertising
• The buyer and seller relationship
• The sales call and asking for the business

4. Account Follow-Up and Analysis

• Deliver on your promise
• Inventory management
• Sell-through analysis and facing the facts
• Customer relationship management (CRM)

Conclusion

• Wrap-up