Commercial Skills

Diploma in Global Sales for the Food and Drink sector

Objectives

At the end of the programme participants will know how to:

• develop an understanding of market opportunities and the resources required to enter new markets.
• effectively communicate the levels of value that can be offered to consumers.
• create a channel management strategy including the selection of the most relevant route to market.
• develop and implement a key account management plan with a deeper understanding of buyer KPIs and how they are managed.
• create an effective framework for lead generation, focusing on benchmarking, developing content and tactical actions.
• get into the ‘mind of the buyer’ and gain the practical strategies and techniques required to develop, implement, monitor and appraise sales performance in an international context.
• use appropriate tools for presentation, sales pitch and negotiation skills to effectively communicate the value of your offering to buyers.

  Content includes

  12 day programme delivered in 6 x 2 day modules over a 6 month period. Modules include:
• Preparing for growth and planning sales capability.
• Customer value proposition and selling across cultures.
• Identifying the right markets.
• Selecting and managing channel partners and key accounts.
• Reaching the buyer.
• Effective negotiation and key account management in a global perspective.

Who should attend

Commercial teams and experienced sales professionals with responsibility for growing sales in International Markets.

Qualification

Level 8 Postgraduate Diploma in International Selling from Technological University Dublin (formerly DIT)

Upcoming dates:

No training dates available at the moment.