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  1. More SITRAIN courses
  2. Process Analytics
  3. Partner and sales courses
  4. SC-APS-PGC - Description

Analytical Products and Solutions (PGC) - Sales Training and Workshop (SC-APS-PGC)

  • Sales Training and Workshop

Objectives

  • 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.
  • Knowledge
    • Identify opportunities
    • 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.
Type Face-to-face training
Duration 5 days
Language en

Target Group

  • New Process Analytics sales personnel from Siemens, designated partners and Solution Partners

Content

  • Introduction into the key technologies of PD PA AP under the following aspects:
    • Portfolio
    • Product details
    • Applications
    • Customer benefits & Sales arguments
    • Main competitors
    • 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.

Prerequisites

  • Basic knowledge of Process Analytics
  • PIA Portal, access with prices (if available)

Note

  • none

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