American Essentials

Need

American Essentials is a Calvin Klein licensee which manufactures markets and distributes Calvin Klein men’s and ladies hosiery across Europe.

The business identified a need to provide a range of training programmes for their sales team to enable them to face the new challenges posed by today’s retail environment.

Action

Gap Sales Training, a subsidiary of Charter Solutions Ltd, designed and delivered a series of intensive modules to meet that need.

The modules included:

  • Consultative selling skills
  • Presentation techniques
  • Negotiating and influencing skills
  • Account Management to increase penetration

The training was conducted at the team’s Mayfair offices and included a range of training methodologies including bespoke research exercises, syndicate exercises, videoed role rehearsals.

The training has recently been repeated with new members of the team.

Benefit

“We have a small but very hands-on management team, the constant pressure for sales meant there had been very little time built in to devote to personal development. Taking some ‘time-out’ to up-date skills and learn new ways of looking at our business is already paying dividends. The UK business is currently way ahead of forecast objectives for this year. We will continue to build in time to focus on key skills with Charter Solutions.”

Glynis Holliday - General Manager (Europe)