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IMPROVING TRADE COMBATIVITY
Category
BUSINESS
Subcategory
Sales and customer experience
Code
VTE004
Training Objectives
Mastering approach techniques Responding to objections To win a client.
Training Program
S.I.M.P.L.E. approach: definition & implementation
Essentials
Why sell a product or service?
Roles of a Commercial / KAM
Identify sales blockages
How to overcome/contour these blockages?
Types of objections and their management: Value issue Capacity issue
Gains from change VS Cost of change
