Objective
Small and medium-sized firms supplying technical products are often run by specialists with a technical or engineering background, but who have only a limited knowledge of business-to-business marketing and who, despite having good products, are often ineffective in their marketing. Existing training materials, however, are primarily directed at sales engineers in large companies and are very academically oriented.
To combat this lack, a "Technical Sales Compendium" specific to the target group and intended for self-study will be developed in collaboration with a network of firms. This book will contain visual elements instead of long, complicated text passages, be easy to read, and will focus on practical applications. Besides checklists and overviews (addresses of contact points, trade fairs, programmes to assist small and medium-sized firms, etc.), the compendium will come with a diskette which will enable the user to perform calculations, e.g. for monitoring the competition or producing rough estimates, using his or her own figures and data. The compendium will also come with a voucher entitling the user to participate in a one-day training seminar, where individual concerns and specific questions can be clarified. The compendium and diskette will be translated into the languages of the international partners and revised by the latter to work out special country-specific features, which can be used for cultivating international business relationships.
Impact
Through qualification measures in the field of technical sales, the competitiveness of small and medium-sized firms will be promoted and job prospects will be improved.
Contract number : D/97/2/00797/PI/II.1.1.b/CONT
Domaine : Life long learning
Contents :
Vocational qualifications
Training in SMEs
Sectoral development
Products :
Short training courses
Open and distance learning material
Semi-autonomous/ flexible training
Public :
Managers/ Owners of SMES
Trainers, designers & managers of training programmes
Workers in companies
Call for proposal
Data not availableFunding Scheme
CSC - Cost-sharing contractsCoordinator
20355 Hamburg
Germany