O'Reilly logo

How to Sell to Retail by Clare Rayner

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

07

Preparation

Introduction

In this chapter we’ll be looking at all the preparation you need to do for your pitch. We will look at the steps that are required as part of the pre-sales preparation, including:

    •  researching the retailer in more detail, developing a clear and detailed understanding of what will really matter to the specific retail buyer;

    •  from this research, determining why this retailer needs your product or service, making some educated guesses as to how it supports them in delivering on their business objectives;

    •  using what you know to prepare a detailed proposal that will include all of the relevant financial information as well as any other pertinent information about your offer;

    •  designing your sales ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required