Channelplay Case Study

In-Store Product Training


To accelerate the popularity and customer awareness about its mobile Operating System (OS), the client wanted to impart detailed product knowledge to the sales promoters via in-store sales training.

The objective was to establish the OS as a superior platform in the eyes of store owners, sales staff, and shoppers. The client wanted to ensure that the store staff not only sold phones basis hardware features, but also proactively informed the shoppers about the features and benefits of the OS.


Key activities during execution involved:

  • Market Penetration: Identification and coverage of right outlets across target cities that required deep market insights and careful route planning
  • Objection Handling: Negotiating with and convincing store managers / store owners
  • Content Structure and Delivery: Structuring the content and modifying its delivery as per store staff’s needs along with development of relevant FAQs basis feedback
  • Long Term Impact: Ensuring high retention and impact of training for maximum value to the client


Channelplay was responsible for end-to-end project management including route planning, trainer sourcing, content development, analytics and reporting.

1500+ stores were covered across India and in-store sales training was imparted to 5000+ promoters with high satisfaction scores. The reference material developed by us was highly appreciated by the client who decided to replicate it for every training program in future.

Topics: Field Force Training