Building Profitable Partnerships through Controlled Discount Strategy
Back in 1989 a Regional Sales Manager wanted to reduce discount by at least 2 percentage points and so we worked with him to help develop strategies which included an improved bid response process, specific product positioning strategies and a more focused manager overview of discount. The workshop focused on the 2 – 3 percentage points of discount that were often given away as a result of an undisciplined, casual approach to discounting the grass roots, day to day business. Our program required only two hours and was designed to be delivered by the Area Sales Managers themselves. Specifically, it gave them another platform from which to stress the importance of controlling discount and providing their teams with some basic reminders and tools to help them reach their goals. We also built into the program a Make the Grade credit toward their annual certification which had them call the audio response center for a brief quiz.
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