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Corporate training program

B2B Sales Program

Wholesale Selling to Companies in 5 Days

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  • 5 intensive days
  • TNA diagnosis before the start
  • 30/60/90 days of follow-up after the program

Overview

An intensive 5-day executive program designed to turn your sales team from ad-hoc selling into a structured B2B and wholesale sales operation. It starts with a diagnosis of your company (TNA), then we build your own selling tools together, and it ends with an implementation plan and performance follow-up after the program. No generic lectures: we work on your real products and customers.

Who Is This Program For?

  • Company owners, manufacturers, and suppliers who want to enter wholesale
  • Sales managers and B2B sales teams
  • Key account managers and business developers
  • Companies that sell retail and want to expand into wholesale customers
  • Importers and distributors who want to grow their contract volume

Program Benefits

  1. Understand the difference between selling to individuals and selling to companies, and how a business buyer decides
  2. Identify your ideal customer and build a target list ready for outreach
  3. Turn a small customer into a gateway to larger wholesale contracts
  4. Build a wholesale offer, clear terms of sale, and pricing that protects your margin
  5. Handle objections, negotiate, and close deals with confidence
  6. Own ready-made sales scripts for each product and each stage of the sale
  7. Manage, retain, and grow large accounts
  8. Measure results with KPIs and follow up after the program ends

How the Program Works

  1. At the Start

    A Diagnosis of Your Company (TNA)

    Training Needs Analysis (TNA) and diagnosis of your current sales situation, and defining the KPIs the program will be measured against.

  2. During the Program

    We Build Your Own Selling Tools Together

    No generic lectures: we work on your real products and customers.

  3. After the Program

    Follow-up and Performance Improvement

    We track the team's performance after the program at intervals (30 / 60 / 90 days), measure results against the KPIs set in the diagnosis phase, and deliver a final report with recommendations.

The Program Over 5 Days

  1. Day 1

    Diagnosis and Wholesale Fundamentals

    • Training Needs Analysis (TNA) and diagnosis of your current sales situation
    • B2C vs B2B: how the selling approach changes
    • Wholesale models and choosing the right one for your company
    • Defining the KPIs the program will be measured against

  2. Day 2

    Targeting Customers and Opening Doors

    • Defining the ideal customer and classifying customer types
    • Building a target customer list
    • First contact: the call, the message, and the visit
    • Turning a small customer into a gateway to wholesale

  3. Day 3

    The Sales Process, Offer, and Pricing

    • Discovering the buying company's needs and the decision maker
    • Building and presenting a persuasive wholesale offer
    • Pricing, terms of sale, and discounts without losing margin
    • Negotiation fundamentals

  4. Day 4

    Objections, Closing, and Scripts

    • Why wholesale deals fail, handling objections, and the rejection rule
    • Closing techniques
    • Building a sales script for each company: opening, needs discovery, presentation, objections, closing
    • Role-playing and simulation of real situations with instant feedback

  5. Day 5

    Account Management and the Action Plan

    • Managing, retaining, and growing large accounts
    • Follow-up system and performance KPIs
    • A 90-day implementation plan
    • Program evaluation and handover of the final tools

What You Leave With

  • Ready-made sales scripts for your products
  • A wholesale offer template and written terms of sale
  • A target customer list
  • A follow-up template and performance KPIs
  • A 90-day action plan

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Corporate training program B2B Sales Program

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