The Client's challenge

This client produces and markets high quality cold cuts ( ham, frankfurters, salami etc. )
In Italy, as elsewhere, selling into retail has become harder and harder and the central challenge is to side step the buyer’s concentration on price and to create differentiation by selling new services.

The ITC WS programme

ITC WS, Milan, created and delivered a workshop for Key Account Managers which equipped them to develop a solution based approach, selling service and the added value of category management as well as sharpening skills in negotiating and objection handling.

Results

Sales executives developed a new awareness and new levels of confidence . They contact targeted clients with energy and enthusiasm and the approach to ‘C- level’ contacts is winning new contracts.