Communication
Sales And Marketing Strategies For Engineers
Duration (Days)
5
Overview
This course is designed for engineer who want to learn how to interact and support sales team. By acquiring the basic skills in sales & marketing, engineer will be able to converse and support the marketing & sales team during meeting with client.
Objectives
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Simplify technical strategy to match to sales & marketing processes.
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Gain a clear understanding of their role in supporting the sales and marketing of company's products and services such as machines and spare parts.
Course Outline
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Sales presentation with a new prospect
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Marketing services and intangibles
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Managing product life cycle
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The world of selling
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The sales cycle & process
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Characteristics of an effective technical sales person
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Product vs. solution selling
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Value proposition vs. preventive measures
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Talk about benefits not features
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Keeping the interest alive
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Role of an engineer during a new account sales presentation
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Buying behaviour of customer
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Support sales executives with technical solutions & information
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Objections are good
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Sales negotiation & tactics
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Pressure tactics