Technical Sales Representative

Time-Based Apprenticeship
Sponsoring Company:
New Jersey Manufacturing Extension Program, Inc.
O*Net Code
41-4011.00
Rapids Code
2075
Req. Hours
17500
State
DC
Created
Apr 04, 2021
Updated
Apr 04, 2021

Time-Based Skills

7 skill sets | 50 total skills | 17500 total hours
Accounting & Finance - 300 req. hrs
Nature and role of accounting and finance
100 hrs
Need of financial information and how to read it
100 hrs
Organization and structure of the business
100 hrs
Purchasing & Procurement - 700 req. hrs
Supplier management and review
100 hrs
Supplier selection
100 hrs
Contract terms and conditions
100 hrs
Stakeholder engagement
100 hrs
Production - 2700 req. hrs
Production process
200 hrs
Introduction machine park
200 hrs
Basic introduction to technology
200 hrs
Work in production in all production steps
200 hrs
Raw material knowledge
200 hrs
Variations in production
200 hrs
Quality control steps
200 hrs
Basics of lean manufacturing
200 hrs
Plant and production safety
200 hrs
Blueprint
200 hrs
Marketing - 5100 req. hrs
Company mission and history
300 hrs
Company Unique Selling Proposition (USP) and Value Statement
300 hrs
Lead development
300 hrs
Customer relationship management
300 hrs
Company marketing mix and outreach
300 hrs
Marketing material overview and production
300 hrs
Events and exhibitions
300 hrs
Best practices and marketing success stories
300 hrs
Sales - 16100 req. hrs
Cycle of the Sale
1000 hrs
Elevator pitch
1000 hrs
Sales expectation and Key Performance Indicators (KPI’s)
1000 hrs
Lead development
1000 hrs
Client list
1000 hrs
Prospecting and client outreach programs
1000 hrs
Sales and marketing material
1000 hrs
Sales pitch and presentations
1000 hrs
Customer Service
1000 hrs
Territory management
1000 hrs
Branding activities
1000 hrs
Distribution - 16700 req. hrs
Supply chain management
100 hrs
Network design and transportation
100 hrs
Demand forecasting
100 hrs
Inventory control in single- & multi-echelon systems
100 hrs
Incentives in the supply chain
100 hrs
Vehicle routing
100 hrs
Warehousing - 17500 req. hrs
Receiving & Inspection
100 hrs
Material Handling
100 hrs
Slotting
100 hrs
Storage and Inventory Control
100 hrs
Picking & Packing
100 hrs
Load Consolidation & Shipping
100 hrs
Shipment Documentation
100 hrs
Warehouse Management System (WMS)
100 hrs

Technical Instruction

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