The New Zealand Institute of Food Science & Technology

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Making the Transition into Technical Sales

This course will give you a step by step technical sales plan that can be used immediately with the confidence to use it effectively.


  1. Using technical strengths to add value to your customers

  2. Understanding customer expectations in the manufacturing environment

  3. Overcoming call reluctance and gaining confidence in a sales role

  4. Understanding the technical sales process and how to make it easy

  5. How to grow business with each customer, step by step

  6. Overcoming price objections, using technical advantages and negotiation

  7. Tips on using your time effectively in a technical sales role

Activity during course…

  1. Group brainstorming session on the real skills required for technical sales
  2. Easy to follow tools that will grow the right habits and increase confidence
  3. Individual worksheets to practice the sales process for a real customer

Attendees take away…

Step by step technical sales plan that can be used immediately – and the confidence to use it effectively.

Attendees to bring…

  1. List of own current skills that will be of benefit in a technical sales role
  2. List of own current “skill gaps” or “fears” about performing this role
  3. Personal objectives for your role


NZIFST member's discount = $100 off

10% discount if there are 2 or more from the same company on the same FIT Course

LOYALTY DISCOUNT: 10% discount if you attend 2 or more FIT Courses in one financial year

Intended audience…

Technical people who are in customer-facing roles or wish to develop skills in technical sales. Anyone who has been in a technical sales role for less than 5 years will benefit from this. Sales managers of technical sales people will also learn how to help their own team members overcome barriers to success.