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Selling Engineering and Maintenance Services

Published by SIMTech, 2021-05-04 23:40:57

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LEARN Influencing in PRACTISE Engineering and & IMPLEMENT™ Maintenance Services or Selling Maintenance Services Organised by: Funded by:

This course lets participants effectively and mindfully sell engineering and maintenance services to third parties or positively influence the development of in-house maintenance operations. The proposed approach to selling is based on the concept of customer value which is aimed at teams and is process-based. The process has been extensively and successfully tested in practice in the industry. It considers customer selection, pursuit preparation, customer meeting management, and pursuit management. Extensive experience in the engineering and services market makes it very clear: engineering and maintenance services salespeople need advanced sales training to be successful in their roles. This is because without this training: • their competence is typically limited to selling spare parts and consumables. • they are usually not able to develop a value proposition and present it effectively to customers. These value propositions drive winning pursuits. • they are rarely able to sell as a team. All of these are problems that demand solutions, but they are also opportunities. This course will help participants capitalise on this opportunity and support them in the process. About this Programme The course aims at applying the following proven and effective selling approaches to engineering and maintenance services: • value-based selling, • selling as a team, and • process-based selling techniques. Who Should Attend The programme targets participants: • from organisations, including SMEs, who provide industrial maintenance and engineering services: • who are keen to understand the Engineering and Maintenance services market, • who want to understand the importance of engineering and maintenance services for their customers, • who are bringing value-based selling to the salespeople in the company, • doing sales in applying a systematic and proven service sales-process, • who want to enable their salespeople to select customers, • who enable their salespeople to systematically prepare pursuits for successful execution. • who are sales individuals seeking capability improvement in engineering and maintenance services.

Course Outline Skills Course Reference Number: To be confirmed (16 training hours) The programme employs the Learn-Practise-Implement™ (LPI) pedagogy, where fundamental knowledge and principles taught will be reinforced through hand-ons practise and case studies discussions, as well as during the implementation process using real business scenario and data. Engineering and Maintenance Services Introduction Value-based Selling vs Cost-based Selling Service Sales-Process (SSP) Customer Selection based on Service Relevant Criteria Pursuit Preparation with SSP – Analysis Pursuit Preparation with the SSP – Develop Preparing your Service Pursuit with SSP Upon Completion of this Programme Participants will be awarded with a certificate of attendance by ARTC. Course Fee and Funding • The nett course fee for all Singaporeans and SPRs aged 21 years old and above is S$300 (before GST). • Employees fully sponsored by SMEs can claim an additional 20% of the full course fee with the Enhanced Training Support for SMEs Funding scheme (ETSS), subject to approval by SSG. • Singaporeans aged 40 years and above can claim an additional 20% of the full course fee with the Mid-Career Enhanced Subsidy (MCES). • Singaporeans aged 25 years old and above are eligible for SkillsFuture Credit which can be used to offset course fees (for self-sponsored registrations only). • The full course fee before funding is S$1,000 (before GST). For more information about the funding, please visit SkillsFuture Singapore website at www.ssg.gov.sg

About the Trainer Dr Bertil Brandin is currently the Strategic Development Director of the Advanced Remanufacturing and Technology Centre (ARTC) of the Agency for Science, Technology and Research (A*STAR). Before joining ARTC, Dr Brandin was developing the engineering and maintenance services business of ABB in Asia, a leading international original equipment manufacturer (OEM). He holds an MBA from the IMD Business School, a Doctorate in Electrical Engineering from the University of Toronto, and a Bachelor of Engineering degree in Mechanical Engineering from the University of New South Wales. When and Where Date: Please visit our website at www.a-star.edu.sg/ARTC/KTO for the course schedule. Time: 9.00am to 6.00pm Venue: Advanced Remanufacturing and Technology Centre (ARTC) 3 CleanTech Loop, #01/01, CleanTech Two, Singapore 637143 Registration Please register online at www.a-star.edu.sg/ARTC/KTO Contact Us For general enquiries, please contact: Dr Edwin Soh, Senior Business Development Manager Email: [email protected] For technical information, please contact: Dr Bertil Brandin, Strategic Development Director Email: [email protected] Scan the QR code for more information. 05/2021


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