1. VLERICK SALES CLUB SUMMARIES DEVA RANGARAJAN

2. © 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

3. © 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

4. THANK YOU! DEVA.RANGARAJAN@VLERICK.COM ASTRID.DEWAEL@VLERICK.COM