1. Organization structures for SCM

2. Vlerick Sales club summaries
Deva Rangarajan

3. Steps in strategic selling
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

4. Key learnings session 2: different roles in strategic selling
Differences between Customer, Shoppers, and Consumers
Differences between Transactional Selling, Functional Selling, and Partnership Selling
Different sales roles/functions: Field Sales, Category Management, Merchandizing, Key Account Management
Important to understand marketing sales/interface and interdependencies
Importance of making one-page/one-slide management summaries

5. Deva.Rangarajan@vlerick.com Astrid.dewael@vlerick.com
Thank you!