The participant will learn and practice to be a successful Sales Person for Process GCs (Process Gas Chromatographs): Acquire opportunities, work on RFQ, consult the customer, close the sale and support customer.
Customers and applications
RFQ evaluation, understanding of customer needs and clarification with customer
GC in the real world – How to choose the right analyzer
How to prepare an offer using GC configurator
Consult and offer service and spares for installed analyzer base or new installations
Siemens support and processes for sales work
Ability to prepare competitive and advanced solutions as well as to discuss individual benefits with customer
Participant is practiced consulting the customer and using arguments to sell the optimal analyzer.
New Process Analytics sales personnel from Siemens, designated partners and Solution Partners
Introduction into the key technologies of PD PA AP under the following aspects:
Customer benefits & Sales arguments
Process toolbox for AP Sales
The workshop includes
The whole GC product portfolio is covered: Maxum ed. II, Maxum Modular Oven
In small groups of participants the typical sales work is practiced. Learning by doing.
Real projects with applications in power, steel, cement, chemical, petrochemical, O&G and others
Check, verify and discuss customer’s specifications and RFQ from technical view. Understand requirements of customer
Prepare an offer for products and spares with existing tools
How to find cost effective solutions which fulfil customer needs.
Consult the customer and discuss with him the benefits of options.