Key retail customers

This book is the first publication in Russia to attract and develop sales to large retail customers. It is based on the basis of twenty years of sales of the largest international companies such as Coca Cola HBC Eurasia, Lamb Western and many others.
The authors describe all the components of this process from niche sales to the leading market share in their categories. A complete set of actions of managers from planning sales, SKU analysis and promotion to negotiations with their pitfalls and techniques of compensation for “hard” positions of retail networks is presented. For each stage, simple and practical templates, calculators and checklists are offered.
The rules for creating trade presentations selling in 60 seconds, as well as techniques for obtaining a competitive advantage in negotiations with the buyer and ways to set their goods on the most favorable terms.
This book for ambitious businessmen who in their category of products want to achieve a leading share