Merchandising, POS Merchandising, Sales, Sales Academy
The challenge
The CPM/MARS POS Merchandising Team consists 11 highly experienced POS Merchandisers who follow up the selling-in activities of the Mars retail account managers. We install eye-catching displays to create second placements in retail to drive maximum impulse. All merchandisers are joining the CPM Sales Academy to develop their skills during the year. The team is supported by a full-time CPM account executive based in Mars Veghel Office together with a full-time and dedicated MARS team field coach.
Our Solution
CPM developed a team of 11 POS Merchandisers supported by a client service team.
Responsibilities CPM :
Follow up secondary placement agreements made by Mars Retail Account Managers.
Merchandise activities:
Installing displays.
Stock management.
Using real-time reporting system and capture all installed displays with photos.
Frequently train the MARS merchandiser via the CPM Sales Academy to keep improving performances.
Results
Triple A results:
A dedicated team and full service model for A-B and C segmented stores in 3 channels
A custom-made and real-time reporting tool for maximum control and insights
A positive client survey confirms the quality of our work for MARS, as one of our longest partnerships in the Netherlands
We partnered with Lenovo India to deliver engaging, memorable training to increase product knowledge and sales of Lenovo computing products. We engaged with the PAN India internal sales, retail, channel & distribution teams with the help of 13 members from the Sales Academy Training Team - Master Trainer, Route Trainers and the coordinator.
We measured our success through knowledge gain, level of engagement and sales figures.
Our Solution
We analysed the current situation and identified a strong requirement of need based selling.
Created contents customised as per customer profiling.
Training consisted of both product training and selling skills.
Post training score & training feedback helped to fill the gap and make necessary changes either in the content or in the delivery style.
Results
Received feedback from Lenovo Senior Management & Sales Team that the quality of the promoter pitch has improved.
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