[COURSE] THE COMMERCIAL ENGINEER

The 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 commercial objectives both in the field of projects, services and products, both for a small company and for a large company. In addition, the course transmits the necessary knowledge to have a global view of the commercial 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 commercial negotiation management and to 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 CLIENT.

2. THE COMMERCIAL ENGINEER.

2.1. PROFESSIONAL PROFILE.

2.2. OWN FUNCTIONS OF THE WORKPLACE.

3. BASIC COMPETENCES.

3.1. WHAT DO I SELL? TECHNICAL KNOWLEDGE.

3.2. EMOTIONAL CAPACITIES.

3.3. PERSONAL SKILLS.

3.3.1. SOCIAL SKILLS.

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. CLIENT TYPES.

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. PRE-SALE AND TELEPHONE COMMUNICATION.

6.3. THE PRESENTATION.

6.4. DETECTION OF NEEDS.

6.5. ARGUMENTS

6.6. OBJECTIONS AND REFUTATIONS.

6.7. THE PRICE.

6.8. CLOSING OF THE SALE.

6.9. FOLLOW-UP AND LOYALTY.

7. CONTROL OF SALES.

7.1. BUSINESS CONTROL.

7.2. PERSONAL CONTROL.

8. PRACTICAL CASES. REPRODUCTION OF AN AUDIOVISUAL.

9. STAGE: THE ROLE PLAYING.

In the InfoJobs Report ESADE 2018 · State of the labor market in Spain, it is indicated that the job of Commercial and Sales is the first professional category in terms of vacancy volume with a number of candidates of 600,743, which meant a 20 .00% of the total published requests. This value and the increase compared to the previous year, establishes that companies continue to bet on the strength of the sales teams in order to increase the income defined in their budgets. In addition, the vast majority of companies of 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 true personal goal that we must achieve, as technicians and as engineers, within the framework of our professional career, is to find new job opportunities, based on 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 make it possible to learn 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 develop within a company, in order to sell projects, products or services, will be defined. From this base, it will be transmitted how we must interpret the needs of our customers in order to prepare an offer, deliver it, monitor it and achieve, after the negotiation, the award of what we sell . And how do you achieve the success of it all? Through the transmission of fundamental personal skills, the essential and most current sales techniques, the understanding of the entire commercial process, knowing how to interpret the benefits of projects, products or services and thus synchronize with our customers.

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

Through this course and by means of theory, practice and brainstorming, fundamental knowledge is transmitted, so that those attending can obtain training as COMMERCIAL ENGINEERS, the professional category of the present and the future.

The main goal of the course, therefore, is to become technical sales professionals, to successfully close commercial negotiations and achieve the award of the offers 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: engineering, architecture, construction companies, installers, manufacturing companies or industries (from 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 or technical consultancy companies that want to know how to sell their product.

The educational activity is complemented by the playback of the English audiovisual Who killed the sale?, from the LONGMAN TRAINING entity, an expert in the creation of films for business courses. It is dubbed into Spanish and the reproduction rights are available. The viewing of this film allows you to get the most out of the course, since what happens invites you to reflect on the action of the sale in all its extent and the importance of the entire human team of the company and the areas that make it up. Practical actions will also be developed and staged through role playing to teach the fundamental positive points and mistakes to avoid in negotiating actions.

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

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

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

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

Cancellation of registrations:

Depending on the registrations that are made, the training action will be viable or not, for this reason it is important that you notify cancellations.

The cancellation must be communicated 48 hours before the start of the training through the email formacio@cetit.org, otherwise 100% of the amount of the training action will be invoiced.

Images and recording of the course: we inform you that, in compliance with the RGPD, the current legal regulations on data protection and Law 1/1982 on civil protection, right to honor, personal and family privacy and the image itself, photographs will be taken during the course and in certain cases they will be recorded and/or broadcast live. Under no circumstances will the name of the interested party be published. The image is used legitimately for the College's legitimate interest in promoting these courses and their possible subsequent viewing by attendees.

By attending, these images will be kept as long as the course is uploaded to the platform. Once the period for viewing it later has passed, it will no longer be uploaded to the platform and the images will be deleted with appropriate security measures.

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