Training Course: SALES FOR ENGINEERING COMPANIES

Learn selling in Engineering, Finding the right customers, Sales process in engineering, Managing & planning engineering sales!

REF: CC321409

DATES: 21 - 25 Nov 2022

CITY: Guangzhou (China)

FEE: 4400 €

All Dates & Locations

Introduction

Selling engineering products and services is not like selling for other businesses. Salespeople in an engineering environment often sell to major accounts, and even small customers can demand strategic thinking and a long-term approach from the salesperson. Customers in engineering have different dynamics; how they buy, what they buy, and how much they will pay change continuously.

This course is for salespeople in the engineering industry, particularly those who have a deal with the challenges of the long sales cycles typical of the sector. This course will give you practical ideas on every page that you can introduce into your own sales approach.

Important note: all Bookboon courses are, simply, straight to the point. It means that they far away from any theory & padding. The material is written by practitioners rather than researchers or scientists. 

 

Course Objectives - SALES FOR ENGINEERING COMPANIES

  • Selling in Engineering
  • Finding the right customers
  • The sales process in engineering
  • Managing & planning engineering sales

 

Course Outlines - SALES FOR ENGINEERING COMPANIES

Day 1

Introduction

  • Selling in Engineering
  • Finding the right customers
  • The sales process in engineering
  • Managing & planning engineering sales

Day 2

Selling in engineering

  • Decision Making in Engineering Selling
  • What sales performance skills are needed in engineering
  • Developing compelling value propositions
  • The different selling strategies and how to add value to customer relationships

Day 3

Finding the Right Customers

  • How to segment the market
  • How to profile ideal customers
  • How to research the market for new potential customers
  • Using social media to find prospects
  • Bid or No-bid Decisions

Day 4

The sales process in engineering

  • The sales process
  • ESTABLISHING interest with prospects
  • QUALIFYING interest into enquiry
  • CLOSING enquiries into customers

Day 5

Managing & planning engineering sales

  • Sales Funnel to Track Prospects
  • Value of the relationship to you and the customer
  • Level of relationship with the customer organisation
  • Strategies to improve Key Account Relationships
  • Nature of Relationships
  • Managing Key Accounts

Training Course: SALES FOR ENGINEERING COMPANIES

Learn selling in Engineering, Finding the right customers, Sales process in engineering, Managing & planning engineering sales!

REF: CC321409

DATES: 21 - 25 Nov 2022

CITY: Guangzhou (China)

FEE: 4400 €

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