VLERICK SALES CLUB SUMMARIES DEVA RANGARAJAN. © Vlerick Business School LIST OF SESSIONS  Steps in strategic selling  What are the different roles in.

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Presentation transcript:

VLERICK SALES CLUB SUMMARIES DEVA RANGARAJAN

© Vlerick Business School LIST OF SESSIONS  Steps in strategic selling  What are the different roles in strategic selling  Sales and Marketing?  Merchandizing  Building a Planogram  Key account management  Category Management  Shopper based design  CRM Usage  Ethical Issues 2

© Vlerick Business School KEY LEARNINGS SESSION 1: STEPS IN STRATEGIC SELLING  The following steps are needed if you have to strategically sell: 1.Need Identification 2.Features of your product + Needs of the customers = Customer benefits 3.Summarize the benefits at the end of the call 4.Handle objections 5.Close the deal 6.After sales service 3

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