Course Introduction: This module equips engineering graduates, technical sales aspirants, and commercial personnel with the specialized skills required to market and sell high-value industrial machinery, manufacturing lines, and heavy equipment. Candidates learn consultative selling, technical bidding, capital expenditure (CAPEX) justification, and B2B client relationship management.
Minimum Qualification Requirements: Diploma or Degree in Mechanical/Electrical Engineering, MBA (Marketing), or Graduate with relevant technical sales experience.
Certification & Offering: Industry-Endorsed Non-NSQF Certification offered by Nav Kshitij Foundation.
Course Outline
- Fundamentals of Capital Goods Markets: Understanding B2B buyer ecosystems, identifying industrial customer pain points, mapping manufacturing plant requirements, and analyzing competitor machinery positioning.
- Technical Selling & Solution Mapping: Translating machine specifications (throughput, cycle time, ROI) into business value propositions; conducting plant site evaluations; and consultative pitch creation.
- Bidding, Tenders, & Commercial Negotiations: Structuring complex commercial proposals, drafting technical scopes of work (SOW), managing RFQs/RFPs, and navigating price negotiations and payment terms (LCs, milestone billing).
- Post-Sale Relationship & Account Management: Coordinating installation handovers with engineering teams, managing service level agreements (SLAs), and securing repeat capital equipment orders through account farming.
