Learn how to build strong relationships with each of your accounts and build networks beyond the buying team by understanding their roles and responsibilities.

Understanding different peoples’ styles and how you should respond to build strong constructive relationships.

Anticipating and overcoming objections. Balancing the benefits versus effort equation.

Understand when to plan for negotiation and what the signs are that you should be moving from selling to negotiation.

What is the balance of power? Key steps needed to demonstrate power.

Understand the different variables to trade and their value to both parties.

Gain clarity on what success looks like for both parties and therefore understand the scope for success for both.

Understand techniques you can apply in your negotiation to ensure you reach a conclusion.

Act out a short negotiation in a safe environment.

What makes a great business plan? Understand the key dimensions and dynamics to consider when building your plan.

What are retailers looking for? Learn how to ensure that plans deliver benefits for all.

Understand how the drivers of performance should be considered in your plans to deliver KPIs. Driving demand and managing the route to the shelf.

Cause and effect with shopper behaviour, short term to medium term impact planning.

Assess the size of opportunities. Explore different techniques to help understand the value of the opportunity for you and the retailer.