A seminar designed specifically for sales reps and factory sales managers, titled "Specs To Sales - Increasing Market Share By "Selling" To Engineers Who Specify Products Sales Proportionate with Professional Engineering Consulting Specifications Support Seminar, is scheduled for February 8, 2005 in Orlando.
The event will be limited to 50 attendees and is designed to help sales representatives and factory sales managers understand and appreciate how to "sell" to the professional consulting engineer in a manner that will help increase product sales market share. Many manufacturers focus on the sales dollars that their factory reps generate. This is no doubt the bottom line approach. However, is it the method that best motivates and challenges the factory rep to sell in tough market times as well as good markets? In good economic markets when sales people are basically "order takers" they are busy with bidding jobs and writing purchase orders that are handed to them via phone, fax or email. However, in slow economic construction times when there is stiffer competition from the "or others" in the engineers' spec, the sales person's job must be more than just a bidder/order taker.