Francesco
De Rose

Scenarios and Industry-Distribution relationship.

Trade marketing role and objectives.

The analyses on channels-customers.

Trade marketing strategies.

The actions on the leverages.

Business Marketing: the distinctive features of the ‘business-to-business’ markets.

Understanding customers.

The construction and transfer of value.

The relationship between industry and distribution. Marketing policies and distribution of category management approach. The contents of the model and the evolution towards the shopper marketing. Category analysis: tools and models for decision support. The strategic choices and portfolio management categories. Marketing mix categories: the making of assortment, the levers of convenience, the size of the service and the enhancement of the business proposal in the store. Areas of collaboration and the role of industry.

The art of negotiation is now a prerequisite in any business setting. The course prepares to become highly effective negotiators, and is designed for those who want to get better results from their negotiations with clients, suppliers, and colleagues, and provides participants with new tools to enhance their negotiation skills.