CMKG has a number of programs designed to help both Sales & Marketing professionals increase their Category Management understanding and take their data analytics to the next level.
- Fact Based Selling Foundations
- Strategic Selling in a Category Management World
- Strategic Sales Management
- Strategic Marketing in a Category Management World
- Shopper Insight Foundations
- Increase Your Skills in Excel
- Build and Deliver More Fact-Based and Engaging Presentations
- Become Retailer-Centric in a Category Management World
- Increase Your “Pricing” Analytics to Build Better Plans
- Increase Your "Promotion" Analytics to Build Better Plans
- Increase Your “Product Assortment” Analytics to Build Better Plans
CMKG Learning Programs - Focused for Sales Professionals
You don't need to complete all of the analytic work, but you DO need to sell with data intelligently!
Description: The program provides the foundations for ANY sales person required to sell with data, or sell in basic category management strategies. You'll leave this program with a strategic framework for both understanding your customers, and leveraging data in your sales approach.
Who should take this course? Sales - account managers, strategic account managers
Prerequisites: none
Time Required: Approximately 14 hours to complete.
Cost: $1300 US
9 Courses Included:
- CMKG003 – Category Management Overview
- CMKG004 – Retailer Strategy
- CMKG008 – Basics About Data
- CMKG009 – Data Sources Overview
- CMKG010 – Category Assessment
- CMKG011 – Sales Fundamentals
- CMKG015 – Becoming More Effective in an Analytical World
- CMKG016 – Building Analytical Skills in Powerpoint
- CMKG025 – Fact Based Selling
Additional Resources Provided: Study Guide (150+ page reference book), Workshops, Individual Course Testing
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Strategic Selling in A Category Management World
You need to assess your business, find the opportunities, AND close the sale!
Description: The program provides complete training for ANY sales person required to sell with data, or sell in basic category management strategies. You'll leave this program with a strategic framework for both understanding your customers, and leveraging data in your sales approach. Also included are the technical skills required to perform your sales role with efficiency.
Who should take this course? Sales - account managers, strategic account managers
Prerequisites: none
Time Required: Approximately 34 hours to complete.
Cost: $2500 US
17 Courses Included:
- CMKG003 – Category Management Overview
- CMKG004 – Retailer Strategy
- CMKG008 – Basics About Data
- CMKG009 – Data Sources Overview
- CMKG010 – Category Assessment
- CMKG011 – Sales Fundamentals
- CMKG015 – Becoming More Effective in an Analtical World
- CMKG016 – Building Analytical Skills in Powerpoint
- CMKG017 – Leveraging Excel in your Analytics (bundle)
- CMKG018 – Building Data Competency: Panel Data
- CMKG019 – Building Data Competency: POS Data
- CMKG021 – Efficient Assortment: Step by Step guide
- CMKG026 – Space Management
- CMKG027 – Advanced Assortment and Shelving Solutions
- CMKG022 – Pricing Analysis Techniques
- CMKG023 – Promotion Analysis Techniques
- CMKG025 – Fact Based Selling
Additional Resources Provided: Study Guide (200+ page reference book), Workshops, Individual Course Testing
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Strategic Sales Management
You require both a FACT BASED and STRATEGIC approach to building Strategic and Collaborative partnerships with your customers.
Description: This program will provide a review of Retailer Strategy and Sales Fundamentals, then focus on advanced understanding of Shoppers, Retailer Operations, and Building Strategic, Collaborative relationships with your customers.
Who should take this course? Sales - Senior and Strategic Account Managers
Prerequisites: none
Time Required: Approximately 16 hours to complete.
Cost: $1500 US
10 Courses Available:
- CMKG004 – Retailer Strategy
- CMKG011 – Sales Fundamentals
- CMKG015 – Becoming More Effective in an Analtical World
- CMKG016 – Building Analytical Skills in Powerpoint
- CMKG025 – Fact Based Selling
New courses to be offered in September 2010:
- CMKG029 – Advanced Shopper Understanding
- CMKG030 – Retailer Economics and Supply Chain - Basic
- CMKG031 – Retailer Economics and Supply Chain - Advanced
- CMKG032 – Strategic Selling
- CMKG 033 – Collaborative Business Planning
Additional Resources Provided: Study Guide (150+ page reference book), Workshops, Individual Course Testing
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CMKG Learning Programs – Focused For Marketing Professionals
You are a brilliant marketer who realizes that your programs need to be ALIGNED and ultimately SOLD into the Retailers who sell your products.
Description: Millions of dollars can be lost when shoppers can't find your brand at retail. This program will focus on developing an understanding of both the RETAILER and the MARKET, building the technical skills necessary to set data-based strategies and targets for your brands. By the end of this program you will have many more tools in your kit to help you to make more strategic marketing choices, by better understanding the retailer and data options available to you.
Who should take this course? Marketing - Senior and Strategic Brand Managers
Prerequisites: none
Time Required: Approximately 16 hours to complete.
Cost: $1850 US
13 Courses Available:
- CMKG003 – Category Management Overview
- CMKG004 – Retailer Strategy
- CMKG008 – Basics About Data
- CMKG009 – Data Sources Overview
- CMKG010 – Category Assessment
- CMKG011 – Sales Fundamentals
- CMKG017 – Leveraging Excel in your Analytics (bundle)
- CMKG018 – Building Data Competency: Panel Data
- CMKG019 – Building Data Competency: POS Data
- CMKG021 – Efficient Assortment: Step by Step guide
- CMKG022 – Pricing Analysis Techniques
- CMKG023 – Promotion Analysis Techniques
New course to be offered in September 2010:
- CMKG030 – Retailer Economics and Supply Chain - Basic
Additional Resources Provided: Study Guide (150+ page reference book), Workshops, Individual Course Testing
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Shopper Insights is NOT just for the biggest companies with the most resources!
This Program to be available September 2010
Description: This program introduces a tiered approach to Shopper Insights. Learn how to implement a Shopper Insight approach in your business based on data and resources available in your organization. This program will take Shopper Insight concepts and provide a framework and the fundamentals necessary to turn them into actionable plans.
Who should take this course? Sales & Marketing – Senior and Strategic Account & Brand Managers
Prerequisites: none
Time Required: Approximately 8 hours to complete.
Cost: $600 US
4 Courses Included:
- CMKG018 – Building Data Competency: Panel Data
- CMKG028 – Maximizing Store Level and Geodemographic Data
- CMKG029 – Advanced Shopper Understanding
- CMKG034 – Shopper Insight Overview
Additional Resources Provided: Study Guide (50+ page reference book), Workshops, Individual Course Testing
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Increase your Skills in Excel!
Description: Excel is a core requirement for anyone who works within Excel spreadsheets (which includes almost all functions in cpg/retail). But imagine taking a program that gives you basic through intermediate Excel tips and formulas that will take you to a new level in Excel, while using relevant examples related to your business! Learn how to perform basic formulas like SUM, SUMIF, RANK, and then move into more sophisticated VLOOKUP and HLOOKUP formulas, followed by advanced array formulas (which are true lifesavers). You'll also learn about autofill, autofilter, text functions, custom formats and pivot tables. Learn through an explanation, video demo and workshop for over 15 different Excel modules and workshops.
Who should take this course? Sales & Marketing Professionals
Prerequisites: none
Time Required: Approximately 4-12 hours to complete, depending on skill level at the beginning of the course.
Cost: $450 US
1 Course Included:
- CMKG017 – Building Analytical Skills in Excel
Additional Resources Provided: Study Guide (30+ page reference book), Workshops, Individual Course Testing
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Build and Deliver More Fact-Based & Engaging Presentations!
Description: Category Management isn't just about technical skills and analytics. You need to learn how to become smarter in your role to take on more strategic work. You also need strong PowerPoint and presentation skills, as well as the ability to sell your category plan. Building your soft skills in category management will help you to deliver breakthrough presentations to internal and external clients.
Who should take this course? Sales & Marketing Professionals
Prerequisites: none
Time Required: Approximately 4 hours to complete.
Cost: $450 US
2 Courses Included:
- CMKG016 – Building Analytical Skills in Powerpoint
- CMKG025 – Fact Based Selling
Additional Resources Provided: Study Guide (30+ page reference book), Workshops, Individual Course Testing
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Become Retailer-Centric in a Category Management World
Description: Anyone who is a retailer, who develops marketing plans for retailers, or who sells to retailers, must take this training module. We hear about becoming "shopper-centric", but as suppliers, first we have to be "retailer-centric" -- because shoppers go to retailers to make their purchases. If retailers don't have succinct, well-communicated strategies, their messages to shoppers / consumers will not be consistent. If sales/marketing don't have the correct understanding of each unique retailer's strategies, they may not deliver plans that align to the retailer's strategies. This module walks you through the different components of a retailer strategy, and gives you the opportunity to articulate specific retailer strategies in your particular situation.
Who should take this course? Sales & Marketing Professionals
Prerequisites: none
Time Required: Approximately 1.5 hours to complete.
Cost: $250 US
1 Course Included:
- CMKG004 – Retailer Strategy
Additional Resources Provided: Study Guide, Workshops, Individual Course Testing
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Increase your “Pricing” Analytics to Build Better Plans
Description: If you are in the retail industry, you need to understand pricing as a key sales fundamental. This program walks you through the terminology and analytics associated with pricing, including profitability, slope, regression and correlation. By working through different workshops and getting the hands-on experience, you will become a pricing expert in a short period of time!
Who should take this course? Sales & Marketing Professionals
Prerequisites: none
Time Required: Approximately 4 hours to complete.
Cost: $450 US
2 Courses Included:
- CMKG011 – Sales Fundamentals
- CMKG 022 – Pricing Analysis Techniques
Additional Resources Provided: Study Guide (50+ page reference book), Workshops, Individual Course Testing
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Increase Your “Promotion” Analytics to Build Better Plans
Description: If you are in the retail industry, you need to understand promotion as a key sales fundamental. This program walks you through various promotion strategies, assessment techniques, "deep dive" analytics and promotional efficiency measures. By working through different workshops and getting the hands-on experience, you will become better at planning promotions that drive sales AND provide a return on your investment!
Who should take this course? Sales & Marketing Professionals
Prerequisites: none
Time Required: Approximately 4 hours to complete.
Cost: $450 US
2 Courses Included:
- CMKG011 – Sales Fundamentals
- CMKG023 – Promotion Analysis Techniques
Additional Resources Provided: Study Guide (50+ page reference book), Workshops, Individual Course Testing
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Increase Your “Product
Assortment” Analytics to Build Better Plans
Description: If you are responsible for developing
new items, getting new listings at retailers, and/or making assortment
decisions in a category, this module will give you the tools and
information that you need to understand from an assortment perspective.
Retailers who are provided with new product launches that tie in with
their overall assortment strategies and requirements are much more
likely to say "yes" to those new product launches. You will also be
introduced to the SPPD opportunities - or increased distribution
opportunities - which may be worth significant incremental sales $!
Who should take this course? Sales & Marketing
Professionals
Prerequisites: none
Time Required: Approximately 4 hours to complete.
Cost: $450 US
2 Courses Included:
- CMKG011 – Sales Fundamentals
- CMKG021 – Efficient Assortment: Step by Step guide
Additional Resources Provided: Study Guide (25+ page
reference book), Workshops, Individual Course Testing
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