Sales Skills: Management: Category Management

Course Overview

This module is designed for National Account Managers, Business Account Managers, Sales Managers, Marketeers, Retail Buyers and Merchandisers wishing to gain a thorough understanding of Category Management. It will also benefit cross-functional team members (e.g. logistics, finance, production, I.T.) wanting to understand the terminology and processes used by commercial colleagues and highlight the part they have to play.

Delegates will examine each stage of the Category Management process, associated issues and techniques, and the need for a faster more results-orientated process. Also, how to make research and analysis more effective and the necessity of producing practical plans that deliver results.

Course Outline

• Category Management Origin, Definition and Core Principles
• Current Status and Issues with Category Management in the U.K.
• The Benefits of Adopting Category Management Principles
• Building Sustainable Collaborative Relationships
• Making the Eight Step process more Effective
• Delivering Actionable results and Improved Performance by Focusing on what the Consumer really Wants.
• Making Consumer Research and Data Analysis more Cost Effective
• Developing well Focussed Category Strategies and Tactics to Satisfy Target Consumers and gain Competitive Advantage.
• Best Practice examples to Improve Implementation in-store
• Simplifying the way Forward for Category Management
• Making Category Management a day to day activity
• Interactive Workshop using Practical, applicable Case Studies
• Evening Self Study
• Individual Action Plans

Sales Skills: Management: Category Management / SS-CAM