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Workshop Sales & Business Development In Engineering & Construction Industry

“Organizations succeed in a competitive marketplace over the long run because they can do certain things their customers value better than can their competitors.” -Robert Hayes, Gary Pisano & David Upton.

Kompetisi memenangkan proyek-proyek engineering dan construction saat ini semakin ketat, dimana para konsultan maupun kontraktor harus bersaing dengan pemain lama maupun pemain baru (breakthrough) untuk memenangkan hati Client. Client pun semakin jeli dan cerdas di dalam memilih calon konsultan dan kontraktor untuk mengamankan investasinya dalam bentuk pembangunan infrastruktur, pabrik atau pun fasilitas lainnya.

 

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Keuntungan Mengikuti Workshop

  • Memaparkan fundamental concept dari sales dan business development. Perannya terhadap keberlanjutan perusahaan yang bergerak dalam bidang konsultan keinsinyuran maupun kontraktor.
  • Bagaimana seharusnya seorang sales person atau business development professional di dalam berperilaku sebagai representasi perusahaan ketika mempresentasekan company capabilities, qualification and experiences di hadapan calon Client.
  • Menjelaskan syarat-syarat prospek atau opportunity yang dianggap bagus dan potensial dari sisi perusahaan penyedia jasa (konsultan maupun kontraktor) termasuk Bagaimana proses kualifikasi dan screening yang efektif yang dilakukan oleh perusahaan multinasional (engineering maupun EPC Contractor) terkait prospek tadi.
  • Memberikan pemaparan tentang sales approach dan penciptaan value proposition untuk memenangkan suatu prospek menjadi proyek.
  • Memaparkan Effective Proposal Process untuk tender submission pada proyek-proyek konstruksi.

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WAKTU
Selasa – Rabu, 26 – 27 Maret 2019

TEMPAT
Aston at Kuningan Suites, Jl. HR. Rasuna Said, Menteng Atas
Setiabudi, Kota Jakarta Selatan, 12960

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Narasumber” tab_id=”1462521430991-c37370df-52d6″][vc_column_text]Ir. Habibie Razak, M.M., IPM., ASEAN Eng., ACPE
Coordinating Committee of Education, Training and CPD of Engineer’s Profession – Persatuan Insinyur Indonesia Pusat (PII).[/vc_column_text][/vc_tta_section][vc_tta_section title=”Fasilitas” tab_id=”1462521529274-8dc2cc76-e655″][vc_column_text]

  • Flash disk berisi materi pelatihan
  • Sertifikat
  • Seminar kit
  • Alat tulis: Pulpen dan buku catatan
  • Dokumentasi kegiatan
  • Training room with Full AC facilities and multimedia
  • Lunch and twice coffee break every day of training
  • Qualified Instructor

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Investasi” tab_id=”1552203843167-7c9fd51a-56a5″][vc_column_text]Rp 5.000.000
Pembayaran s.d 14 hari sebelum acara

Rp 4.500.000
Normal Price[/vc_column_text][/vc_tta_section][vc_tta_section title=”Materi Training” tab_id=”1552203854661-1ffd3645-111c”][vc_column_text]Materi I: Sales & Business Development Fundamentals

  • Customers in Market & Their Evaluation Criteria to select the Consultant/Product providers
  • Fundamental of Business Development; definition and its function to the organization)
  • Understand value proposition concept and its development
  • How to maintain customers relationship, develop and improve it
  • Service quality variables

Materi II: Sales Person Profile

  • Typical roles and responsibilities and his/her function in the organization
  • Selling Approach
  • Characteristics of Successful Salesperson
  • Types of sales communications

Materi III: Building Trust and Sales Ethics

  • Definition of Trust and Its Importance
  • How to earn trust in front of the Customers/Client?
  • Ethics definition and example of unethical behaviors in selling
  • Ethical advice for sales people

Materi IV: Effective Proposal Process Development

  • What characterizes a good prospect? How to prequalify them?
  • Tips for creating effective sales proposal
  • Components of written proposal
  • Evaluating sales proposal
  • Creating value proposition in the proposal
  • Steps in proposal process

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