Wholesale and Retail Sales Representative Development Programme
1Summary
Every sales representative shares one goal: the highest possible sales. But for wholesale and retail reps specifically, that goal comes with extra layers — securing the best shelf space in the store, predicting what a customer will need before they ask, and organizing visits around a schedule that keeps products moving and expiry dates from becoming a problem.
This programme was designed to build exactly that kind of professional: a wholesale and retail sales representative equipped with modern selling techniques and real, practical experience they can apply on their very next customer visit.
2Objectives and target group
- Read customer behavior and identify their needs and desires quickly.
- Present products effectively and secure premium display spaces.
- Recognize the types of objections customers raise, and respond to them with confidence.
- Apply sales techniques for visiting and building relationships with major accounts.
- Write clear visit reports and plan efficient sales routes.
- Report results to a sales supervisor professionally.
Target Audience
- Anyone looking to build sales management expertise through hands-on training.
- Employees currently working in wholesale or retail sales.
- Sales supervisors and representatives, including those handling key accounts.
- Job seekers pursuing opportunities in wholesale and retail trade.
3Course Content
Module 1: Understanding Your Customer
- Types of targeted customers and their duties toward the sales representative.
- Identifying customer needs and desires quickly and effectively.
- Asking smart questions, getting useful answers, and listening skills.
Module 2: Planning and Executing the Sales Visit
- Advanced techniques for planning sales visits and steps for execution.
- Methods and techniques for presenting the product effectively.
Module 3: Persuasion and Objection Handling
- Persuasion techniques and motivating the customer to purchase.
- Types of customer objections and effective ways to handle them.
Module 4: Closing the Visit and Reporting
- Closing the visit and writing the visit report and sales route.
- Writing and submitting reports and results to the sales supervisor.