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BENEFITS OF DOCUMENT

  1. CTS program has been designed to develop a teamwork on your "Must Win" pursuits.
  2. CTS is built to help you win a mega project
  3. CTS process and tools , combined with your determined execution, generate increased sales.

DOCUMENT DESCRIPTION

Industrial Training Program
Program Name Capture Team Selling-CTS

Program Number
ISLS-CTS-002

Executive Overview CTS has been designed to develop a teamwork on your "Must Win" pursuits.
CTS is built to help you win! CTS process and tools , combined with your determined execution generate increased sales.

Who should attend
Sales Engineers & Sales Managers


Couse Objectives 1. Learn how to develop a capture team and run it from start till end
2. Maximize your win ratio
3. Develop the customer profile, navigating organizational politics to bridge to their key players
4. Build an action plan to beat competitors and crafting a value snapshot you will be primed to deliver


Course Contents 1. What is a Capture Team and who should be in it?
2. What is Player Map and How to Develop it?
3. How to create a Project Profile?
4. How to develop a Positioning Plan?
5. Value Based Selling VBS Techniques
Delivery Method 1. Face to Face-Class Room
2. Webinar -Online
Duration 3 Hours (face to face )
1 Hour ( Webinar )

Fee Class Room ; Rs.5.000/- per participant
Webinar ; Rs. 3,000/ per participant

Trainer Profile Ajaz Quddusi
-BSc Electrical Engineering 1982
-35 years experience of Sales of Automation, Control Systems, Power Products
- Held key positions in multinationals, ABB and Yokogawa Middle east
-Experience of Sales & Service to Chemical/petrochemical/Oil & Gas/ Sugar/Textile industries in Pakistan and Saudi Arabia

These training programs have been successfully conducted at Training Upgrade and Skill Development Center TUSDEC Pakistan

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Source: CTS (Capture Team Selling): How to Sell Large Projects PowerPoint document

 

CTS (Capture Team Selling): How to Sell Large Projects

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This business document is categorized under the function(s):

It applies to Energy, Materials, & Chemicals

File Type: PowerPoint (pptx)

File Size: 6.4 MB

Number of Slides: 59 (includes cover, transition slides)

Related Topic(s): Sales

Purchase includes lifetime product updates. After your purchase, you will receive an email to download this document.

This product contains a supplemental XLSM document.

Initial upload date (first version): Aug 5, 2020
Most recent version published: Aug 7, 2020

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