Curriculum Development | COURSE DESIGN | Branching Scenario

Turning Sales Around:
Strategic Preparations for
On-Premise Success

OVERVIEW

Thoroughbred Distribution Company (TDC), a prominent beverage distributor in Lexington, Kentucky, has been serving the region since 1948, offering a diverse selection of alcoholic and non-alcoholic beverages. In February 2023, TDC expanded its portfolio by acquiring a well-known supplier, significantly increasing its range of brands. To support this growth, TDC began hiring additional On-Premise Sales Representatives (OP) across Kentucky to manage a higher number of accounts. The company identified the need for a more efficient pre-planning system to help representatives target profitable accounts and meet sales goals.

Recognizing the need for a more effective and targeted approach, the Turning Sales Around: Strategic Preparations for On-Premise Success training program was developed. This program equips sales representatives with the tools to gather critical information, create tailored sales strategies, and enhance overall performance. With a focus on increasing efficiency and impact, the training aims to boost client interactions by 15% per week, driving a 10% increase in overall sales revenue by the end of the upcoming quarter.

Read the Instructional Design Document

Module One:
Mastering Account Targeting + Strategic Planning

‍Tools Used: Articulate Rise, Audacity, Adobe InDesign, Illustrator, Premiere Rush
Deliverables: Course Design + Account Targeting Instructional Aid

Experience the Course

This module aims to help Thoroughbred Distribution Company Kentucky On-Premise (TDC KY-OP) representatives better understand targeting accounts based on sales goals and creating strategic plans that cater to the specific needs of accounts. Moreover, the TDC KY-OP representatives will improve their process of scheduling, communicating, and pulling samples to prepare for presentations effectively. By completing this module, TDC KY-OP representatives will be able to:

Analyze account sales metrics.
Create a strategic plan for each account's products.

Branching Scenario:
The Flavored
Tequila Dilemma

‍Tools Used: Articulate Storyline

Experience the Scenario

At the end of the first module, representatives from TDC KY-OP will participate in a learning activity involving a branching scenario. During this scenario, the participants will be put in the shoes of a local spirit representative who plans and sells flavored tequila as a sales goal for the third quarter. They will be presented with four account opportunities and their corresponding sales metrics. The TDC KY-OP representatives will then analyze the data and select the account that offers the best chances of a successful sale. Out of the four accounts, only two will allow the representative to move forward with the pre-planning process, and only one will be the optimal choice for selling flavored tequila into the establishment. The decision made by the representative will have a significant impact on the product's launch and overall sales strategy.

Module Two:
Prepping for the
Sales Pitch

‍Tools Used: Articulate Rise

Experience the Course

This module aims to help TDC KY-OP reps improve sales skills with critical steps to complete to be fully prepared for the sales pitch. By completing this module, TDC KY-OP representatives will be able to:

Complete an error-free Sample form for approval.
Assist in delivering strong selling points by conducting thorough product research highlighting product quality.
Identify other crucial information or facts that must be communicated to the account during the sales pitch.