Focus Areas

Module 1: Sales process and major roles of a sales engineer

• Process based approach of sales, negotiation, customer acceptance and order management
• Major roles of sales engineer - Market Management, Customer engagement, Need analysis, Contract proposal,  order management and post installation

(Click here to register only for module 1)

Module 2: Soft skills for sales and marketing engineers

• Communication structure and presentation skills

               Art of Persuasion

• Behaviour during Customer interactions

               Art of Conversations

               Elevator Pitch

               Meeting etiquettes

(Click here to register only for module 2)

Module 3: CNC Technology & Applications – Sales and Marketing perspective

• Machine tool specifications and design aspects for marketing engineers
• Machine Tool sub systems and accessories

(Click here to register only for module 3)

Module 4: Fundamentals of SPC - Sales and Marketing perspective

• Introduction to  SPC concepts

Role of SPC in machine tool acceptance

• Process capability – Cp, Cpk

Machine capability - Cm

(Click here to register only for module 4)

Module 5: Value based selling approach

• Marketing strategies for high value products.
• Value based selling concepts & Case Studies of high value machine tools

(Click here to register only for module 5)

Module 6: Commercial aspects for Sales and Marketing engineers

• Commercial aspects, taxation, import / export norms
• Bank Finance & Govt schemes, loans, extension of cash credit etc.

(Click here to register only for module 6)

Background

A good marketing team represents the face of the company as it needs to project the brand, its key strengths, products and services in order to convince the customers. Being capital equipment, effective marketing assumes far greater significance, specifically in case of machine tools and accessories. Indian Machine tool industry greatly requires systematically trained sales & marketing engineers who are able to effectively differentiate the products’ strengths across to the customer and win more business.
To provide an in-depth understanding of technological aspects as well as best practices of sales & marketing strategies, IMTMA is organizing a 6 day on line training programme on Effective Sales and Marketing of Machine Tools and Accessories on 22 – 27 June from 09 30 to 12 30 hours each day.

This programme will benefit Managers and Engineers in Sales & Marketing Function of Machine Tools, Accessories and other Capital Goods viz. Presses, Molding / Die casting machines, Textile machinery, Foundry equipment, etc.

Key Takeaways

• After undergoing the programme, the participants will be able to –
• Apply a systematic approach to sales & marketing of machine tools including need analysis and projecting key strengths of the product and services
• Gain in-depth knowledge about the role of sales engineer right from customer engagement to closing the deal

Enquire About This Programme