CPG Industry

Category Management

Learn how to implement a Category Management program that is cost effective for both the manufacturer and the retailer.  Participants will gain a better understanding of how to utilize consumer transaction data in making "DSMP" decisions that move the bottom-line.

 

Retail Leadership

Allocation of resources is more critical today than ever before.  With accounts consolidating and the level and type of decision-making constantly changing, it's imperative for resources to be allocated efficiently between accounts and channels.  This program is designed to help participants know the best way to accomplish that task.

 

Consumer Insights

This program is designed to help participants better understand the consumer’s decision-making process.  In today’s society, product sold to a retailer means nothing until it's purchased by the consumer.  To understand the consumer, attendees will learn about such things as the “consumer decision tree”, as well as other key knowledge areas that impact the “hows” and “whys” of what makes the consumer respond the way they do.

 

 

Sales Programs

 “THE HUNT FOR PROFITABLE SALES”

This flagship program is a step-by-step sales process plan that helps people identify where to hunt for profitable customers and how to ensure they remain profitable to you.  “The Hunt for Profitable Sales” is designed for people who have control over their customer base and whose income is based on the success they have in closing sales.

 

“DOMINO SELLING”

This flagship program shows people how to sell more effectively using over 55 proven sales techniques currently being implemented by companies and individuals throughout the country.

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SELLING SKILLS FOR NEW SALES PEOPLE

Many times, sales people learn their skills by failing in the sales process.  Participants of this program learn the “6 Steps to Successful Selling” and how to apply the steps in an environment that allows them to be comfortable in their selling position.  The results are sales people who become greater assets to an organization and, more importantly, become long-term assets to the sales team.

 

Advanced Selling Skills

This seminar builds off of participant’s existing strengths and shows them techniques they can quickly apply to supplement their existing skills.  The program utilizes role-playing and is designed to provide participants with concise feedback on specific targeted areas.

 

Negotiation / Consultative Selling

Too many times, sales people end up with an unprofitable sale or no sale at all.  This program shows people the art of negotiating to their advantage by learning how to identify the traits of the client and their internal needs.  It uses role-playing to allow people to see first hand how various negotiating techniques work.

 

Major Account Selling

For most sales teams, a high percentage of their business comes from a few clients.  This program is geared to show people how to leverage a major client and, more importantly, ensure the client is profitable for them.  Participants will develop a business plan for their largest clients.

 

Prospecting for New Clients

Identifying prospective clients is a key part of sales, yet, often, too much time is spent prospecting in the wrong place or with the wrong people.  This program helps sales people identify areas where they’ll have the most success in prospecting potential clients and turning those prospects into clients.

 

Closing the Sale

No sale is complete until it’s closed with a “YES!”.   Sales people will often focus on the presentation content, but fall short when closing the sale.  In this seminar, participants learn how use the “trial-close” and 14 other closing techniques.

 

Leading a Sales Team

Being a top producer does not necessarily make a person a leader of other sales people.  Participants of this seminar learn how to motivate sales people by identifying a salesperson’s strengths and building off of them.  The goal of this program is to develop a sales leader who is confident in working with all levels of sales personnel.

 

Communication Programss

The Power of Networking

People are the key to success. Having the ability to effectively network with influential people is what can make someone successful.  Participants of this program learn techniques to help them create an environment that brings people into their network.

 

Presentation Skills

For most people, speaking in front of a crowd is one of their greatest fears.  This program helps participants learn how to channel this fear into becoming a competent presenter to a group of 5 – 100 people.  It allows the participants to see successful presentation techniques first-hand and then teaches the them how to apply the techniques to their own presentations.

 

 

Leadership Programs

“Domino Sales Leadership”

This flagship program shows leaders how to increase their effectiveness and, for new leaders, how to create an environment that facilitates positive growth.    “Domino Leadership” explains the 10 “dominos” that comprise “leadership”.

 

Identifying Core Competencies in People

IDENTIFYING CORE COMPETENCIES IN PEOPLE

People are the only sustainable, competitive advantage in today’s marketplace.  Identifying the strengths of each member of an organization is essential if success is going to be obtained.  This program not only shows ways to identify the core competencies of each team member, but also shows how to use them to the benefit of the entire team. 

 

 

Communicating the Power of People in the Workplace

Many organizations find people working on different sets of goals because they don’t know what the real objectives of the team are.  This seminar will show people how to communicate effectively so each member of the team understands the objectives and feels they can contribute to the team’s success.

 

 

 

 

Custom Programs

One size doesn’t always fit!

 

The Sales Hunter / MJH & Associates understands the need to make programs specific to every client.  We work with each customer to fully assess the environment and needs of the organization.  We also work with each customer to identify the key areas they desire to be developed and then create a program targeted specifically for them.

 

With the experience of “The Sales Hunter / MJH & Associates, we’re able to draw from expertise throughout the marketplace. This experience allows us to introduce each client to creative solutions and ideas that will help organizations grow today and in the future. 

 

Customized programs include case studies and role-plays from the customer’s own organization.  Specific vocabulary and key phrases are also implemented to give attendees a greater sense of ownership and validity in the program.

 

At the request of the client, we can help them develop in-house trainers and facilitators to deliver customized training, offering more flexibility. This method provides the customer with complete ownership of the program, while still having access to MJH & Associates for follow-up work and consultations.

 

Why use customized training?  Why not stick with the programs MJH & Associates already have developed?  Our programs are always tailored to incorporate as many “real life” situations and key marketplace issues of the client as possible.  Customization allows the client to have a program exclusive to their needs and one that addresses their specific issues. 

 

To contact us:

Phone: (402)445-2110

Fax: (402)445-0942

e-Mail: Mark@MJHAssociates.com