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Technical Sales Representative

Published
Time-Based Apprenticeship
Sponsoring Company:
New Jersey Manufacturing Extension Program, Inc.
O*Net Code
41-4011.00
Rapids Code
2075
Req. Hours
1900
State
DC
Created
Jun 02, 2021
Updated
Jun 02, 2021

Time-Based Skills

7 skill sets | 50 total skills
Accounting & Finance - 100 req. hrs
Nature and role of accounting and finance
Need of financial information and how to read it
Organization and structure of the business
Purchasing & Procurement - 100 req. hrs
Supplier management and review
Supplier selection
Contract terms and conditions
Stakeholder engagement
Production - 200 req. hrs
Production process
Introduction machine park
Basic introduction to technology
Work in production in all production steps
Raw material knowledge
Variations in production
Quality control steps
Basics of lean manufacturing
Plant and production safety
Blueprint
Marketing - 300 req. hrs
Company mission and history
Company Unique Selling Proposition (USP) and Value Statement
Lead development
Customer relationship management
Company marketing mix and outreach
Marketing material overview and production
Events and exhibitions
Best practices and marketing success stories
Sales - 1000 req. hrs
Cycle of the Sale
Elevator pitch
Sales expectation and Key Performance Indicators (KPI’s)
Lead development
Client list
Prospecting and client outreach programs
Sales and marketing material
Sales pitch and presentations
Customer Service
Territory management
Branding activities
Distribution - 100 req. hrs
Supply chain management
Network design and transportation
Demand forecasting
Inventory control in single- & multi-echelon systems
Incentives in the supply chain
Vehicle routing
Warehousing - 100 req. hrs
Receiving & Inspection
Material Handling
Slotting
Storage and Inventory Control
Picking & Packing
Load Consolidation & Shipping
Shipment Documentation
Warehouse Management System (WMS)

Technical Instruction

Prospecting & Territory Management - 24 req. hrs
Define territory management
Describe techniques for prospecting and qualifying customers
Identify how to develop a pipeline of profitable customers
Determine how to plan for sales opportunities
Identify techniques for making contact with prospects
Identify strategies you will implement for prospecting and territory management
Utilizing LinkedIn
Effective email correspondence
Opening the Sales Call - 24 req. hrs
Make Introductions
Write and confirm agenda
Overview of your company
Overview of your company’s product
Listening and Questioning - 24 req. hrs
Identify types of questions to uncover customers’ needs
Identify typical needs and challenges that customers have
Describe challenges we have with listening
Demonstrate how to use active listening techniques
Identify and implement strategies for listening and questioning clients about their business needs
Presenting Solutions - 32 req. hrs
Effectively present solutions using the Presentation Model
Describe the features and benefits of a product or service
Presentation Skills
Public speaking
Overcoming Objections and Closing - 16 req. hrs
Identify typical customer objections
Deal with and overcome objections using the Objection-Handling Model
Describe the steps for closing
Demonstrate how to close the sale
Developing Clients for Life - 32 req. hrs
Explain the process of product implementation and plan how to develop clients for life
Describe how to develop strong, mutually beneficial client relationships
Discuss effective techniques for building customer relationships
Identify strategies for capitalizing on customer relationships
Summarizing the Cycle of the Sale

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