Course description
Sales & Marketing Strategies for Engineers (Corporate Training)
Many organizations have restructured to have cross-departmental teams. Engineers must now interact and support sales executives in the area of marketing & sales, from pricing and promotion to distribution and customer satisfaction. By acquiring the basic skills in sales & marketing, engineers will become more proficient at innovation and acquire a better understanding of needs and demands in the marketplace to improve the process of design and innovation. This course has been designed to help engineers integrate their technical role with a sales and marketing role. They will be able to converse and support the marketing & sales executives during clients' discussions and generate leads resulting in sales.
Upcoming start dates
Who should attend?
Who Should Attend
This workshop benefits Sales Managers, Sales Engineers, Sales Team Leaders, Sales Consultants and anyone involved in the sales function and technical sales.
Training content
Role of Engineers in Sales & Marketing
- The Impact of Integrating Technical role with Sales & Marketing
- Sales & Marketing Opportunities for an Engineer
- Service Situation
- Sales Presentation with a New Prospect
Understanding the Fundamentals of Marketing
- Differentiating marketing from sales
- The Basics of Marketing
- Marketing Planning – 3Cs and 4Ps
- Marketing Services and Intangibles – special considerations
- Ansoff Business Unit Strategy Model
- Managing Product Life Cycle
- Hard vs. soft products and services
- Bowman Strategic Pricing Clock
The World of Selling
- The Sales Cycle & Process: Perspective, Territory, Sales Calling & Closing
- Characteristics of an effective technical sales person
- Different models of selling: product vs. solution selling
Having a Positive Selling Attitude
- The Importance of PMA in selling
- What makes you negative
- How to develop a positive attitude
Prospecting Effectively During a Service Situation to Generate New Business
- The right prospecting approach during a service situation
- Value proposition vs. preventive measures
- Group work: Existing Customer Profile – creating strategy for suggesting an upgrade or cross-selling
Developing Effective Sales Communication
- Opening of Sales Conversation
- Questioning strategies & purpose to identify needs
- How to gain leverage and build confidence
- Talk about benefits not features
- Keeping the interest alive
- Finding a purpose to call back
Social Styles Influences Buying Behavior
- Role of an Engineer during a New Account Sales Presentation
- Slide Presentation: Body Language (30mins)
- Understand the buying behavior of your customer
- Understand different behaviors & expectation
Objections are Good
- How to minimize objections and propose creative technical solutions
- How to handle objections
Sales Negotiation & Tactics
- What are your key decision criteria?
- Process of Making Decision/Decision-maker
- The negotiation process
- Pressure Tactics
Certification / Credits
- Understand the fundamentals of marketing strategies & matrix
- Simplify technical strategy to match to sales & marketing processes
- Identify new marketing imperatives – intelligence, interfaces & integration
- Gain a clear understanding of their role in supporting the sales and marketing of company's products and services
- Use the sales processes of identifying, developing and managing accounts
- Structure a sales call and use all available skills to give a professional image and improve success
- Recognize and improve their handling of difficult customer situations
- Overcome objections and close successful sales
- Develop a close business relationship with clients
Why choose Convertas?
Founded in 2006
12 Specialized trainers
100% of happy clients
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Convertas Management Consultants
CONVERTAS offers a series of specialized training services across all areas of business, helping employees develop and increase their skills. Our highly qualified trainers through our specifically designed courses and workshops, as well as our innovative training methodology, will provide...