Designed to help companies reduce the importance of price and create demand at the start of the supply channel through specification, this course is suitable for those in marketing or sales management responsible for developing and implementing strategy as well as the salesmen calling on architects, engineers and contractors.
£247.00 plus VAT
Save £48.00 (16%)
Date: Tuesday 10th October 2017
Venue: The Building Centre, 26 Store Street, London, WC1E 7BT
Times: Start 9.00 for 9.30 AM. Finish by 4.00 PM
Cost per delegate: Early bird rate £247 + VAT (£295 + VAT thereafter)
CPD Hours: 6
Specification selling has become an extremely complex process with many influences on final product selection. The company which understands who the different influencers are, what is important to them and the circumstances when they are most important has the greatest chance of sales success.
To maintain or improve market share and profitability manufacturers need to create demand for their products by working with specifiers.
Today this is a complex process involving the contractor as well as various professionals, with the use of tools such as CPD seminars and BIM influencing the outcome. Projects also need to be monitored from conception through to completion, which can take 18 months or more.
This course examines the market dynamics which influence decision making and the specification process itself. It proposes methods of working with specifiers, contractors and distributors and suggests methods to manage the process.
This programme has helped many manufacturers and their sales teams to improve their effectiveness in specification sales activity and gain competitive advantage over their competitors. It provides practical advice at a sales level, suitable for both those new to this environment and as a refresher for the experienced sales person. It also helps those in marketing to understand what support the sales team needs and how to use this effectively.
Seminar trainer is Chris Ashworth
Once training places are booked it is not possible to refund a fee as a result of non-attendance.
We reserves the right to cancel a training course. In the event of this every effort will be made to run the course on an alternative date / location. Should it not be possible for a delegate to attend with these revised arrangements a full refund of the course fee will be made.
- Understand the impact of market influences
- Recognise the different contracts used and their impact on decision making
- Know different decision makers and how they influence specification
- Effectively use the different sales tools available
- Develop personal strategies to manage the process
6 Hours CPD
- Market Structure
- Future Developments
- Changing Specifier Influence
Types of Contract
- Design & Build
- Decision Making Process
- Writing Specifications
- Types of Specification
- How to Specify
The Specification Process
- The Decision Making Process
- Customer and Market Dynamics
- Decision Makers
Becoming a Trusted Advisor
- Building Relationships
- Using Features & Benefits
- Technical Support
- Technical Seminars (CPD)
The Contractor and Distributor
- Price v Value
- Using the Relationship
- Monitoring Specifications
- Switching Specifications
Managing the Process
- Customer Strategies
- Risks and Priorities
- Knowing the Relationship
- Project Management
6 Hours CPD
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