1. Nature and role of accounting and finance 2. Need of financial information and how to read it 3. Organization and structure of the business

1. Supplier management and review 2. Supplier selection 3. Contract terms and conditions 4. Stakeholder engagement

1. Production process 2. Introduction machine park 3. Basic introduction to technology 4. Work in production in all production steps 5. Raw material knowledge 6. Variations in production 7. Quality control steps 8. Basics of lean manufacturing 9. Plant and production safety 10. Blueprint

1. Company mission and history 2. Company Unique Selling Proposition (USP) and Value Statement 3. Lead development 4. Customer relationship management 5. Company marketing mix and outreach 6. Marketing material overview and production 7. Events and exhibitions 8. Best practices and marketing success stories

1. Cycle of the Sale 2. Elevator pitch 3. Sales expectation and Key Performance Indicators (KPI’s) 4. Lead development 5. Client list 6. Prospecting and client outreach programs 7. Sales and marketing material 8. Sales pitch and presentations 9. Customer Service 10. Territory management 11. Branding activities

1. Supply chain management 2. Network design and transportation 3. Demand forecasting 4. Inventory control in single- & multi-echelon systems 5. Incentives in the supply chain 6. Vehicle routing

1. Receiving & Inspection 2. Material Handling 3. Slotting 4. Storage and Inventory Control 5. Picking & Packing 6. Load Consolidation & Shipping 7. Shipment Documentation 8. Warehouse Management System (WMS)

1. Improve manufacturing process 2. Improve manufacturing tools 3. Product development, improvement & innovation 4. Improve competitiveness

• 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 Program participants will utilize prospecting skills to identify and contact existing and new clients with sales potential to become a new or bigger customer. The evaluation of these clients leads to a needs analysis that will support the preparation of the customer visit or initial call.

• Make Introductions • Write and confirm agenda • Overview of your company • Overview of your company’s product Utilizing the data from the needs analysis, program participants train how to develop customer focus sales pitches. Approaching customers at the right time and with the right words is key to success in sales. Participants learn how to be a valuable partner to future clients, position themselves with confidence to get the appointment or deal they are looking for.

• 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 During a meeting with customers, sales representatives have the opportunity to build rapport and ask all the right questions that help to identify the problem a client needs a solution for. The right mix between active listening and positioning of a potential solution will lead to a sale. Program participants learn how to collect the information needed, lead and steer the conversation, build rapport and communicate professionally.

• Effectively present solutions using the Presentation Model • Describe the features and benefits of a product or service • Presentation Skills • Public speaking Presenting and representing a company, a brand, a product and ultimately a solution clients want to buy is crucial for the success of Technical Sale Representatives. Utilizing white paper techniques, white board, flip charts, brochures or demonstrations needs knowledge and skills to convince flawlessly.

• 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 Objections are part of every sales conversation and tied to the art of negotiation. In this segment participants learn how to separate between objection and pretense, turn an objection into an opportunity, work with the objections to reshape the offer and close the sale.

• 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 Utilizing rapport building skills to create long lasting relationships generates sustainable income for Technical Sales Representatives. With follow-up strategies as well as cross-selling and up-selling techniques, participants learn how to build meaningful customer relationships, valuable to their performance and the company they work for. This category focuses on customer service and empathy.

• Basic Measurement • Basics of Manufacturing Costs • Basics of Tolerance • Blueprint Reading • Essentials of Communication • Intro to Abrasives • Intro to Welding • Math Fundamentals • Math Fractions & Decimals • Quality Overview • Troubleshooting • Units of Measurements • Intro to Pneumatic Components • Intro to Robotics • Intro to CNC Machines • Intro to Mechanical Properties • Intro to Metals • Intro to Physical Properties • Intro to Additive Manufacturing • Intro to Assembly • Intro to Fluid Systems • Intro to Hydraulic Components • Intro to Mechanical Systems • Intro to OSHA