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Application Engineer’s Workshop

This session is designed for Application Engineers and their interaction skills with customers. The workshop will focus on two areas: First, to enhance the engineer’s basic customer skills and secondly, to use the machine demonstration as a powerful sales tool.

Customer Retention & The Role Of Application Engineers

  • World Class Vendor Relationships

  • The Cost of Loosing a Customer

Communicating With Customers

  • Defining Roles: Account Salesman & Application Engineer

  • Why "First Impressions" are Important - What Customers Really See!

Customer Machine Demonstrations & Presentations

  • Where Does the Demo Fit in the Sales Process?

  • The Philosophy & Power of the Demonstration

  • The Steps of a Successful Demonstration

  • Preparation

  • Relevance & Realism

  • Customer Perceptions

  • Clarifying Needs & Demo Flexibility

  • Customer Involvement

  • Basic Presentation Skills

  • Relating Needs to Features & Benefits

  • Handling Questions

  • Listening Skills

  • Follow-up

Value-Based Selling

  • How Customers Make Purchase Decisions

  • Feature-Benefit Selling Techniques

  • Value-based Selling - Solutions

Customer Meetings

  • Identifying Key Influencers in a Meeting

  • Seating Arrangements in Customer Meetings

  • Meeting Control Strategies

 

Length: 4 to 5 hours based on product and market complexity.

Who: Application Engineers and Customer Demonstration personnel

Syllabus: An interactive format, stapled syllabus is available.

Size: The group size is flexible.

Room: U-shaped table arrangement is preferred for groups under 25. Theater seating for over 25.

Equipment: Overhead projector and flip chart. Over 60 participants will require sound amplification.

 

 


Decision Technology, Inc.
1665 Fawn's Ridge Dr.
Ada, MI  49301, USA
Phone: 1+ (616) 676-4650
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