There’s closing the sale… and then there’s closing the sale in FMCG (fast-moving consumer goods) The difference is not an exercise in splitting hairs. It is black and white. Let’s look at how to close FMCG sales. For example, you introduce bottled water into the market. That does not make you special. You are the
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Are you in FMCG sales? Well, this is for you. FMCG Sales is about consistency. The supermarket doesn’t care about your brand of product. What it does care about is that customers always find it on the shelf when they come shopping. It is this consistency that earns your product space in the store—and your
To merchandise successfully, educate the buyer. But first, who is a merchandiser and what is merchandising? Well, when that lady (it’s almost always a lady) in the supermarket invited you to try her company’s cereal (or other product), that was different from the one you intended to buy, you experienced merchandising. At least the type
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