[COURSE] THE COMMERCIAL ENGINEER

Attendees will be all those engineers or technicians who want to train as Commercial Engineers and have the need to acquire knowledge about the functions of this job.

The course delves into the essential sales techniques, which are the basis for achieving business objectives in the field of projects, services and products, both for a small company and a large company. In addition, the course conveys the knowledge necessary to have a global view of the business process and thus be able to control, lead and induce in the action of the sale.

It is also aimed at all those people who are part of the structure of a company (managers, management, administration, sales, etc.) and who want to know or expand their knowledge of the field of business negotiation management. and successfully sell your services or products

1. THE COMMERCIAL FUNCTION.

1.1. THE COMPANY.

1.2. TO SELL! DEFINITION

1.3. THE MARKETING PLAN.

1.4. THE CUSTOMER.

2. THE COMMERCIAL ENGINEER.

2.1. PROFESSIONAL PROFILE.

2.2. FUNCTIONS OF THE WORKPLACE.

3. BASIC COMPETENCES .

3.1. WHAT DO I SELL? TECHNICAL KNOWLEDGE.

3.2. EMOTIONAL SKILLS.

3.3. PERSONAL CAPABILITIES.

3.3.1. SOCIAL SKILL.

3.3.2. TIME MANAGER.

3.3.3. COMMUNICATOR

3.3.4. NEGOTIATOR.

4. CUSTOMER MARKET ANALYSIS.

4.1. CHARACTERISTICS.

4.2. SEGMENTATION.

4.3. TYPOLOGIES OF CUSTOMER.

4.4. THE TARGET CUSTOMER.

5. PRODUCT ANALYSIS.

5.1. CONCEPT.

5.2. PRODUCT ANALYSIS METHOD.

5.3. THE PRODUCT DOSSIER.

5.4. THE PRODUCTS OF OTHERS: THE COMPETITION.

6. SALES PROCESS.

6.1. PROSPECTING.

6.2. SALES AND TELEPHONE COMMUNICATION.

6.3. THE PRESENTATION.

6.4. NEEDS DETECTION.

6.5. ARGUMENTS.

6.6. OBJECTIONS AND REFUSALS.

6.7. THE PRICE.

6.8. CLOSING OF THE SALE.

6.9. TRACKING AND LOYALTY.

7. SALES CONTROL.

7.1. BUSINESS CONTROL.

7.2. PERSONAL CONTROL.

8. PRACTICAL CASES. REPRODUCTION OF AN AUDIOVISUAL.

9. STAGE: ROLE PLAYING.

The ESADE InfoJobs Report 2018 · State of the labor market in Spain states that the job of Sales and Sales is the first professional category in terms of vacancies with a number of candidates of 600,743, which was 20 .00% of the total number of published applications. This value and the increase over the previous year, establishes that companies continue to rely on the strength of sales teams in order to increase the revenue defined in their budgets. In addition, the vast majority of companies in any discipline and specialty, sell technique and technology, so they need an engineer to accompany the technical and commercial action related to the projects, products or services offered by the company. .

Therefore, the real personal goal that we must achieve, as technicians and as engineers, in the framework of our professional career, is to find new job opportunities, from expanding our capacity and our skills. as engineers. We are technicians and we already have this great value internalized and structured in our essence. This course will allow us to know how we must manage this expertise in order to transform it into the objectives of a company's commercial area.

First, the functions that a Commercial Engineer must perform within the framework of a company will be defined, in order to sell the projects, products or services. From this base it will be transmitted how we must interpret the needs of our clients to be able to prepare an offer, to deliver it, to follow this one and to obtain, after the negotiation, the adjudication of what we sell . And how do you achieve the success of it all? By transmitting basic personal skills, essential and most current sales techniques, understanding the entire business process, knowing how to interpret the benefits of projects, products or services and thus synchronize with our customers.

The course teacher, as an engineer, experienced the crisis of 1993, and this led him to take on new professional challenges, beyond the technical world, but within the technical world. After a personal strategic planning, following this proactive philosophy, with a networking job and with adequate training he got a job as a Commercial Engineer, which was the basis for achieving the Commercial Management, the Regional Management and later the Management General to several companies.

Through this course and through theory, practice and brainstorming, the transmission of fundamental knowledge is made, so that the attendees get the training as COMMERCIAL ENGINEERS, the professional category of the present and the future.

The main goal of the course, therefore, is to become professionals in technical sales, to successfully close the commercial negotiations and get the award of the offers that we manage, within the framework of the commercial area, of all those companies that need commercial engineers, according to their specialties and disciplines. The companies where there is a need to have a COMMERCIAL ENGINEER from the perspective of selling projects, products or services are: engineers, architectures, builders, installers, manufacturing companies or industries (of any sector: construction, electricity, air conditioning, food, chemical, energy, design, automotive, etc.) and the warehouses or distributors of these products. There is also a need for a course of this nature for those service companies or technical consultants who want to know how to sell their product.

The training action is complemented by the reproduction of the English audiovisual Who Killed the Sale ?, by LONGMAN TRAINING, an expert in filmmaking for business courses. It is dubbed into Spanish and has the reproduction rights. The visualization of this film allows to extract the maximum profit to the course, since what happens, invites to reflect on the action of the sale in all his extension and of the importance of all the human team of the company and the areas that make it up. Practical actions and staging will also be developed through role playing to teach the fundamental positive points and mistakes to avoid in negotiating actions.

The ultimate goal is clear. Know what are the key values of the Commercial Engineer to successfully close the business process and achieve the most important final operation: SELL!

1. Request the forms from CETIT at formacio@enginyerstarragona.cat

2. Provide all information 10 calendar days before the start of the course.

3. IMPORTANT NOTE: bonuses are carried out through an external consultancy. Those who want to take advantage of the bonus for any training action, the price will be increased by 20% (which can also be discounted and recovered).

Cancellation of registrations:

Depending on the registrations made, the training action will be viable or not, which is why it is important that you notify the cancellations.

The cancellation must be communicated 48 hours before the start of the training via email formacio@cetit.org, if 100% of the amount of the training action will not be invoiced.

Images and recording of the course: we inform you that, in compliance with the provisions of the RGPD, the current legal regulations on data protection and Law 1/1982 on civil protection, the right to honor, personal and family privacy and the image itself, photographs will be taken during the course and in certain cases will be recorded and / or broadcast live. In no case will the name of the Interested Party be published. The image is used legitimized by the legitimate interest of the College to promote these courses and their possible subsequent viewing by attendees.

Due to attendance, these images will be kept and while the course is posted on the platform. Once the time has elapsed to be able to view it later, it will no longer be uploaded to the platform and the images will be deleted with the appropriate security measures.

You also have the right to request access, rectification, portability and deletion of your data and the limitation and opposition to its processing by sending an email to dpd@cetit.org. For more information on data protection rights, access our website: http://www.enginyerstarragona.cat/home/article/privacitat.