Why Attend This Training Course?

In today's dynamic market, effective sales training is crucial for success in the fast-moving consumer goods (FMCG) sector, where companies must navigate shifting consumer preferences and volatile market conditions. A comprehensive sales training program equips FMCG professionals with proven strategies to enhance sales performance, motivate teams, and outperform competitors. By focusing on actionable insights, robust selling behaviors, and advanced questioning and listening skills, participants are better prepared to close sales and increase profitability. Therefore, investing in structured and results-oriented FMCG sales training is essential for ensuring that sales teams consistently meet and exceed their targets.

What Is The Training Course Methodology?

This growth hacking training course methodology depends on enabling participants to interact and exchange experiences, explore their competencies and achieve their career aspirations, using forward-thinking training arts, such as theoretical lectures and/or open discussion to exchange opinions and experiences, scenarios, innovative thinking brainstorming. Participants will receive an agenda including training material as a reference, in addition to some extra notes and booklets. 

Who Should Attend This Training Course?

This course is designed for Salesman managers, Salesperson/ Sales executive/ Sales officers, Product managers, Production managers, General managers, and Entrepreneurs.

What Are The Training Course Objectives?

• Equip participants to effectively address varied challenges within the sales function.

• Foster negotiation and communication skills essential for conflict management.

• Emphasize the significance of cross-functional skills and encourage their development.

• Provide insights into FMCG consumer behavior, retailer dominance, and category management issues.

• Strengthen relationship-building abilities with customers, distributors, and suppliers to cultivate a valuable network for promoting FMCG sales.

• Facilitate awareness of current trends and tactics employed by peers, aiding in strategic adaptation.

• Enhance understanding of value creation for customers to effectively attract them to the brand.

What Is The Training Course Curriculum?

Understanding FMCG Fundamentals

• Definition and classification of FMCG products

• Key categories: food, beverages, personal care, household items

• Nature of FMCG Products

• Characteristics: high turnover, low margin

• Impact on consumer purchasing behavior

Consumer-Driven Brand Value

• Role of consumer perception and brand loyalty

• Influence of brand equity on market share

• FMCG Product Marketing Mix

  • Elements of the marketing mix: Product, Price, Place, Promotion

  • Strategies for effective market penetration

FMCG Consumer Conduct

• Psychological, social, and cultural factors

• The role of marketing in shaping preferences

• Impulse buying vs. rational decision-making

• Factors influencing different purchasing styles

• Process of Buyer Decision-Making

  • Stages: need recognition, information search, evaluation, purchase, post-purchase behavior

• Importance of customer feedback

• Creation and communication of value in the FMCG sector

Class Management

• Responsibilities and significance in FMCG strategy

• Collaboration with stakeholders

• Category Management’s Four Points

  • Emphasis on assortment, pricing, promotion, and placement

• Terminology and frameworks in category management

• Creating Strategies

• Techniques for increasing traffic and generating transactions

Crucial Competency for FMCG Sales

• Acquiring Insights from Customers

• Importance of customer feedback and data analysis

• Preparing to Make a Pitch

• Strategies for effective sales presentation

• Crucial Abilities in Communicating

• Communication skills critical for sales success

• Use of exploratory and conclusive research methodologies

Gaining a Competitive Edge

• Assessment of competitor strengths and weaknesses

• Strategies employed by industry leaders

• Approaches for emerging competitors

• Adaptation and innovation among follower brands

FMCG Product Lifecycle

• Phases of Development and Introduction

  • Initial stages of product launch

•  Phase of Growth

  • Strategies to capitalize on increasing demand

• Stage of Maturity

  • Maintaining market share amid saturation

•  Stage of Decline

  • Approaches for product rejuvenation or divestment

Obstacles in the FMCG Sales Process

• Challenges in logistics and distribution

• Importance of merchandising in retail settings
  

• Navigating multi-channel sales environments

E-Dimension in Sales of FMCG Products

• Trends and consumer adoption of online platforms

• Strategies for establishing a digital presence

• Effects of demographics on e-commerce success

• Methods of Marketing FMCG Products

  • Techniques for enhancing sales interactions

  • Leveraging social platforms for brand promotion

• In-Store and Retail Selling

• Best practices for traditional retail environments

• Future directions and research opportunities in FMCG studies