One of the most difficult conversations a salesperson can have is with retail customers about trade promotion. The reason: there’s big money at stake. Trade promotion is often the single biggest line item in a manufacturer’s P&L. And since many retailers have razor-thin profit margins, every penny counts.
Sell More with Smarter Trade Promotions
One of the most difficult conversations a salesperson can have is with retail customers about trade promotion. The reason: there’s big money at stake. Trade promotion is often the single biggest line item in a manufacturer’s P&L. And since many retailers have razor-thin profit margins, every penny counts. What is trade promotion? The next time […]
July 19, 2012
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New!
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.