David Sables is CEO of Sentinel Management Consultants.
How to sell? Well, that rather depends on what you are selling…
Let’s say you can clearly see that a customer is missing a trick in your category…
Twenty five years ago, selling in the grocery industry it was all very relationship dependent….
- Know your promotion objectives before you select a promotion
- Selling is all about what the buyer wants, not what you wantSubscription
- Identifying who you are selling to is key, not just how you sell
- Britvic is in for a squeeze over Fruit ShootSubscription
- Is the concept of 'relationship selling' still appropriate?
- Top-to-top meetings are very important, but handle with care
- Sell more than just promotions: there are other business drivers