:: IMTMA Training Centre ::

A good marketing team represents the face of the company as it needs to project the brand, its key strengths, products and services in order to convince the customers. Being capital equipment, effective marketing assumes far greater significance, specifically in case of machine tools and accessories. Indian Machine tool industry greatly requires systematically trained sales & marketing engineers who are able to effectively differentiate the products’ strengths across to the customer and win more business.

This programme will provide an in-depth understanding of technological aspects as well as best practices of sales & marketing strategies.

Customers’ requirements today in CNC machine tools – cost per component (CPC), cycle time, quality requirements
Calculating ROI and Revenue amortization
Key Issues in Machine Tool Marketing - Finer aspects of capital equipment marketing, Brand building, Focused marketing techniques.
Process based approach of sales - challenges and solutions
Introduction to SPC concepts and process capability - Cp and Cpk
Major roles of sales engineer - Market Management, Customer engagement, Need analysis, Contract proposal, customer acceptance, order management and post installation management.
Need Analysis - customer interviews to understand project scope, current business conditions, method of accounting costs, etc.
Contract proposal - preparing proposal covering present problem, proposed solution, value with ROI analysis, choices of financing relevant with industry trends.
Sales process - chart preparation, sales techniques, negotiation with decision makers, etc. Customer acceptance and order management.
Marketing strategies for high value products.
Sales process for Special purpose machines and Tooled up machines
Case Studies in machine tool sales & marketing.
Commercial aspects and taxation norms
Soft skills needed for sales and marketing professioanls
Group exercises and discussion

Key Takeaways

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Our Initiatives

Productivity Institute

The need for Productivity Institute

Is your work place suffering from poor productivity?
Do you feel that supervision is weak on the shop floor?
Do your shop floor personnel find it difficult to achieve targets?
You have the machine in place, but not the men to optimize usage?

Realizing the need to enhance the skill sets of fresh engineers in mechanical engineering to make "Industry Employable" and to mould them as per the company requirements, IMTMA organizes

The rapid growth of Indian machine tool Industry and the increasing sophistication of machine tool has created the need for a new breed of machine tool technologists.

IMTMA Training