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LinkedIn Learning

Selling into Industries: Retail and Consumer Products

via LinkedIn Learning


Learn how to sell consumer products to retailers. Get sales strategies for getting your products on store shelves and into customer hands.

Selling a consumer product into retail channels can be exciting and rewarding, but it also can be risky. For every successful product, there are a dozen that never made it on store shelves. A well-planned sales strategy will help you overcome challenges and get your product into customers' hands. Join Dean Karrel in this short training course, which is designed to help entrepreneurs and entry-level sales professionals achieve retail success. He explains how to research the market, identify the right retailers, and develop an effective sales presentation that explains all the benefits of your product. Dean also walks you through the critical step: making the call and closing the deal. Plus, get tips to deliver on what you've promised, stay on top of inventory and customer relationships, and analyze your sales to make decisions about your future with individual retailers.


  • Achieving retail success
  • What you need to know
1. Researching the Business
  • The retail industry and current trends
  • Wide array of retailers
  • The competitive landscape
  • Following your sales process
2. Planning and Preparation
  • Collaboration with other departments
  • The product: Pricing, packaging, and terms
  • Know and target the right retailers
  • Direct, distributors, or wholesalers
3. Selling the Customer
  • Developing your presentation
  • Marketing, publicity, co-op advertising
  • The buyer and seller relationship
  • The sales call and asking for the business
4. Account Follow-Up and Analysis
  • Deliver on your promise
  • Inventory management
  • Sell-through analysis and facing the facts
  • Customer relationship management (CRM)
  • Wrap-up

Taught by

Dean Karrel

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