Course curriculum

  • 1

    Section 1 - Introduction to the "Essential Steps For Selling into Retail"

  • 2

    Section 2: PESTUPMA - The steps of the classic Sales and Buying Call

    • Lecture 5 - PESTUPMA: Step 1 - Preparation

    • Lecture 6 - PESTUPMA: Step 2 - Evaluation

    • Lecture 7 - PESTUPMA: Step 3 - Settle Account

    • Lecture 8 - PESTUPMA: Step 4 - Take Stock

    • Lecture 9 - PESTUPMA: Step 5 - Unpromoted lines

    • Lecture 10 - PESTUPMA: Step 6 - Promoted Lines

    • Lecture 11 - PESTUPMA: Step 8 - Merchandising

    • Lecture 12 - PESTUPMA: Step 9 - Administration

    • A quick test on the classic sales & buying call

    • PESTUPMA - the steps to remember

  • 3

    Section 3: PEPUSMA - The Steps to a Corporate Retail Store Call. An influencing Call.

    • Lecture 13 - Introduction to PEPUSMA and Step 1 - Preparation

    • Lecture 14 - PEPUSMA: Step 2 - Evaluation

    • Lecture 15 - PEPUSMA: Step 3 - Promoted brands

    • Lecture 16 - PEPUSMA: Step 4 & 5 - Unpromoted Brands & Settle Account

    • Lecture 17 - PEPUSMA: Step 6 - Merchandising

    • Lecture 18 - PEPUSMA: Step 7 - Administration

    • Test yourself on the seven steps to a non-selling, influencing call...

    • PEPUSMA - the steps to remember

  • 4

    Section 4: QPMPS - Overcoming the Five Retailer Objections

    • Lecture 19 - QPMPS: Introduction & Step 1 - Quality

    • Lecture 20 - QPMPS: Step 2 - Price

    • Lecture 21 - QPMPS: Step 3 - Movement

    • Lecture 22 - QPMPS: Step 4 - Profit

    • Lecture 23 - QPMPS: Step 5 - Service

    • QPMPS - the steps to remember

    • The most important step...

  • 5

    Conclusion

    • Getting the most out of this course

About Kevin

International Retail Sales & Marketing Expert

Kevin Moore

Kevin Moore has spent 28 years working in and around retail for manufacturers, retailers and service providers across 44 countries. He walks 1,000 stores and views 1,000 online shopping sites around the world each year looking at shopper experience trends. The need to engage, entertain, and inspire shoppers, and meet shoppers' hunger for change and innovation, is more important than ever before. He has also managed businesses in over 40 countries. Kevin is regularly quoted in Australian media as an International Retail Expert and is the Retail Expert on a small business show for one of the main Australian free-to-air networks. He is also a weekly blog contributor to Smartcompany, in Australia, and the founder of theROADtoRETAIL - a website dedicated to the shopper experience.

Current Directorships: - Chairman - CROSSMARK Asia Pac - Director - Now Asia (Singapore) - Chairman - The Advisory Board - Chairman - NowComms Group - Shopper Marketing Director - Mirador Retail Technology