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Planning for and selling to customers has never been
more challenging than it is today. With increased
competition, Category Management, and the deluge of
data, your job is more complex than ever before. Short-term
planning does not work. Your job requires the development
of plans which are strategically aligned with your
customer's goals, strategies and tactics. These plans
are designed to grow the category's and your brands,
while building and nurturing the customer relationship.
 A
pre-conference questionnaire requires communicating
with your customers regarding their strategies, initiatives
and how you perform against their expectations. You
will work through an analysis which results in developing
plans (around the 4 P's of the marketing mix) to share
and get buyoff from your customer. You will identify
those decision makers within your customer's organization
and their key buying influences, in order to set goals
that continuously develop a partnership with them.
You will write a business plan with short and long-term
goals for your categories.
Understanding your customer's category goals, strategies
and tactics prepares you to match your proposal to
their needs. By following Delta's negotiating process,
you will be prepared to avoid the walk-away position
and achieve win/win results.
In this two day workshop, you will learn:
Workshop Schedule and Fees:
This workshop is only offered exclusively for company
specific programs:
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