Selling Engineering and Maintenance Services

This course lets participants effectively and mindfully sell engineering and maintenance services to third parties or positively influence the development of in-house maintenance operations.

The proposed approach to selling is based on the concept of customer value which is aimed at teams and is process-based. The process has been extensively and successfully tested in practice in the industry. It considers customer selection, pursuit preparation, customer meeting management, and pursuit management.

Extensive experience in the engineering and services market makes it very clear: engineering and maintenance services salespeople need advanced sales training to be successful in their roles. This is because without this training:

• their competence is typically limited to selling spare parts and consumables.
• they are usually not able to develop a value proposition and present it effectively to customers. These value propositions drive winning pursuits.
• they are rarely able to sell as a team.

All of these are problems that demand solutions, but they are also opportunities. This course will help participants capitalise on this opportunity and support them in the process.

Venue:
Advanced Remanufacturing and Technology Centre (ARTC)
3 CleanTech Loop, #01/01
CleanTech Two, Singapore 637143

International Participant: S$1,080/pax w/GST
Singapore Citizen (39yo or younger) or SPR: S$324/pax w/GST
Singapore Citizen (40yo or older): S$122.13/pax w/GST
Enhanced Training Support for SMEs: S$122.13/pax w/GST

Fees reflected are inclusive of 8% GST (in 2023).

The programme targets participants:

• from organisations, including SMEs, who provide industrial maintenance and engineering services
• who are keen to understand the Engineering and Maintenance services market
• who want to understand the importance of engineering and maintenance services for their customers
• who are bringing value-based selling to the salespeople in the company
  doing sales in applying a systematic and proven service sales-process
• who want to enable their salespeople to select customers
• who enable their salespeople to systematically prepare pursuits for successful execution
• who are sales individuals seeking capability improvement in engineering and maintenance services

PRE-REQUISITES

• Applicants should possess a degree in any discipline or a diploma with a minimum of 3 years of related working experience.
• Applicants who do not have the required academic qualifications are still welcome to apply, but shortlisted candidates may be required to attend an interview for special approval.
• Proficiency in written and spoken English.

The course aims at applying the following proven and effective selling approaches to engineering and maintenance services:
• value-based selling;
• selling as a team; and
• process-based selling techniques

Upon Completion
Participants will be awarded with a Certificate of Attendance (COA) by ARTC if they meet the following criteria:
– Achieve at least 75% course attendance;
– Take all assessments; and
– Pass the course.

Dr Bertil Brandin is currently the Strategic Development Director of the Advanced Remanufacturing and Technology Centre (ARTC) of the Agency for Science, Technology and Research (A*STAR). Before joining ARTC, Dr Brandin was developing the engineering and maintenance services business of ABB in Asia, a leading international original equipment manufacturer (OEM). He holds an MBA from the IMD Business School, a Doctorate in Electrical Engineering from the University of Toronto, and a Bachelor of Engineering degree in Mechanical Engineering from the University of New South Wales.

AAIS reserves the right to adjust the course pricing and to re-schedule or cancel any course due to unforeseen circumstances, course commencement is subject to minimum class size requirements.