Packaging & Processing Equipment Selling in Today's Market

PMMI Member Exclusive

As the packaging and processing industry becomes more technologically advanced, OEM sales professionals must be more knowledgeable than ever about industry equipment technology, materials, regulations, and customer needs.

Based on the Sandler Sales System, this 2-day in-person program, customized for the packaging and processing industry and exclusive to PMMI members, will help capital equipment sales professionals and their managers learn systematic consultative selling techniques to make them trusted advisors to customers purchasing packaging, processing, and automation equipment.

Training Topics Include:

• Territory & Account Planning.
• Opportunity Identification.
• Identifying Customer Pain Points.
• Identifying Decision Making Process.
• Differentiation from Competition.
• Overcoming Objections and Roadblocks.
• Solution Development.  
• Proposal and Presentation.

In addition to the 2-day in person workshop, participants must complete the following:

OpX Leadership Network Work Products

• Asset Reliability Roadmap.
• Factory Acceptance Tests.
• Overall Equipment Effectiveness (OEE).
• Total Cost of Ownership (TCO).

Practical Implications of Sales Contract Law

Participants will learn what constitutes a contract and what does not.  They will also learn about the elements that make up a contract.  Lastly, participants will learn about the types clauses that are found in contracts and what they mean.

CANCELLATION/RESCHEDULING FEE POLICY:  (effective 8/1/2024)

• Cancellation or rescheduling of in-person classes must be made by email to pmmiu.org (with confirmation receipt from PMMI).
• Cancellation or rescheduling of in-person classes more than 14 days prior to the start date: No cancellation/rescheduling fee. Refunds available in the event of cancellation.
  
• Cancellation or rescheduling of in-person classes 14 days or less prior to the start date: A 10% rescheduling fee will be imposed. No refunds offered for cancellations.
• No refunds offered for online courses.