Short Course Listings
Short Course

Course Information
Course Title: (CANCELED) Techsalence™ - Sales for the Technical Team. Scientists, Engineers & Techies who Interact with Customers
Categories: 1 - Management/Professional Development
Instructor(s): Dan Kirsch Course Number: 23
Affiliation: Triton Consulting, LLC
Course Date: 03/06/2017 - Monday Course Length: 1/2 Day Course
Start Time: 08:30 AM End Time: 12:30 PM
Fee: $325 ($425 after 2/18/17) Textbook Fee:

Course Description
The goal of the course is to provide a basic understanding why people buy or make purchasing decisions, and provide scientists a better understanding of how they can improve their interactions with customers to help drive sales and client relationships.

Target Audience
The course is designed for any non-Sales personnel who interact with customers including: R&D, Technical and Applications Support, Quality, and Marketing. The course will also be very valuable to anyone who is interested in making the transition from a technical position to Sales or the business side of the company.

Course Outline
Today many scientists are taking a greater role in the business aspects of their companies. Whether that be interacting with customers, assisting marketing, or selling their ideas to management to support new research. By developing a basic understanding of why people buy or make purchasing decisions, Techsalence™ provides scientists the basic sales skills needed to accomplish this. Techsalence™ is an interactive workshop that incorporates a mix of exercises, discussions and presentations. The program covers the strategic and tactical aspects of sales, how to build relationships with customers, details of why people buy or make purchasing decisions and the role they play during each stage of the customer's buying cycle.

Course Instructor's Biography
Dan Kirsch has been a recognized trainer for over 20 years. His training programs are based on the in-depth analysis of over 25,000+ sales calls and client interactions, and leverage his 28 years of direct sales and executive sales management experience selling chromatography products and chemical raw materials to the pharma, life sciences and analytical markets worldwide. With a degree in chemistry and a range of experience in both lab and technical positions, he understands the challenges of transitioning from a technical to a business role.