Trade Marketing Audit Checklist
A Trade Marketing Audit is a comprehensive, systematic, subjective and periodic examination of the company's trade environment, strategy, organisation, systems, productivity and functions with...
Pro-active Networking
Because of the sales-based culture of the role, a NAM is inclined to consider business relationships mainly in terms of face-to-face contact. As a...
Negotiate By Numbers
Given the increasing emphasis upon financial performance, it is important that NAMs / KAMs develop skills in negotiating by numbers i.e. demonstrate the relationship...
Margin Calculator
An Excel-based tool for calculating Selling Price, Cost Price or Margin when different variables are known.
NOTE: The Margin Calculator is also included in the NamCalc suite of account...
Finance In Trade Marketing
This 10-page paper looks at how the KAM can have a fundamental effect upon the profit made by both their company and their major...
EMR-Buying Mix Analysis (BMA)
This tool provides a means of assessing the competitiveness of your brand or company offering through the eyes of a Buyer in your account.
The...
Body Language in Negotiation
Since 70% of communication is non-verbal, then relying simply on the ‘words’ means we could miss two-thirds of the action. Body language includes any...
Key Roles in the Negotiation Team
Much of the complexity (and satisfaction!) in negotiation is caused by the need to play many different roles during the ‘give’ and ‘take’ process.
Essentially,...
Introduction to Negotiation
Essentially, negotiation is a give-and-take process whereby agreement is reached between two equal parties. The parties first state what can be contradictory demands and...
Opportunity Analysis in Negotiation
Conducting Opportunity Analysis on important business recommendations or actions, including negotiation, can help anticipate and manage potential opportunities in implementation. This process can be...
