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BENEFITS OF 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: Best Practices in Sales PowerPoint Slides: CTS (Capture Team Selling): How to Sell Large Projects PowerPoint (PPTX) Presentation, Quddusi2020
OVERVIEW
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