It is important that the building products manufacturer develops relationships with the specifier leading to control of the supply chain, creating demand and reducing dependence on price as a means of securing business. By maintaining regular contact with the individuals who select products, even if they do not make the purchase, the company can have a good understanding of trends, why its products are used and opportunities for product development.
 
The specifier can be Client, Architect or Engineer. He may be employed by a Contractor or be an indirect influencer such as a Quantity Surveyor, Planning or Building Control Officer. None of these people can make the decision to purchase, but all of them have the influence to prevent the selection of a product. It is thus important to fully understand the decision making chain and to ensure that at every stage of what could be a 2 year process specifiers are happy with your products.
 
The specification sales team is an expensive resource and this programme ensures members can operate effectively understanding the pressures and influences that operate and using these to build relationships and effectively use sales tools to close a sale.
 
Who should attend?
The course is suitable for the salesman new to specification selling, those working internally in a technical advisory or lead qualification role and as a refresher for the experienced specification salesman. It is also suitable for those working in the marketing function who wish to identify the areas where support is required for the sales team.
 
The course requires a basic understanding of selling skills.
 
Although designed as a stand alone course, delegates may also benefit from attending the courses Construction Industry Overview, Key Account Management