Solution Selling - industry knowledge E-Learning Programme for IT Sales and Competitive Advantage

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Course Design for IT Solution Selling

Industry training content is organised in bite-sized pieces to promote learners’ comprehension of the manufacturing industry. The industry training course structure anticipates that students will want to complete the programme in multiple sittings. The estimated time to complete Manufacturing Fundamentals is 5-6 hours. Each vertical industry course takes approximately 60 minutes. The industry training courses contain several interactive knowledge checks that reinforce key learning points.

Industry Training Delivery Options

Our objective is to deliver a programme that is a major step towards your IT solution selling teams understanding their target markets/customers. The Industry Training Programme whilst designed as an e-learning programme, can be also be delivered as trainer led or combined with a trainer led programme. It can precede other training programmes so that their content will be more relevant and / or we can work with you to develop new programmes or integrate the materials into existing courses.

To address specific delivery requirements as well as the size of your audience, the industry training e-learning programme can be purchased in various formats.

Site License - for a large audience of potential users we recommend establishing a site license. The site license provides you with the opportunity to host the course on your own secure intranet, linking the site to other initiatives and training sites and Learning Management Systems (LMS). Alternatively we can host the programme without tying up your internal IT resources.
Hosted Environment - Suitable for smaller groups or where LMS integration is not required.

Industry Knowledge Training for Solution Selling

A unique e-learning programme (can be trainer-led) for IT solution selling where industry knowledge delivers a competitive advantage. Includes - Manufacturing Fundamentals and industry specific courses for: Aerospace, Automotive, Consumer Packaged Goods, Chemicals, High Tech, Machinery, Oil & Gas, Pharmaceutical, Retail (CPG focus), Independent Logistics Providers, Utilities (all regularly updated).

AS WELL AS THE INDUSTRIES LISTED ABOVE WE ARE ABLE TO PROVIDE ONLINE TRAINING FOR FINANCIAL SERVICES AND RETAIL SECTORS - PLEASE CONTACT US FOR MORE INFORMATION

Industry Training Overview

The industry training programme provides a comprehensive introduction to manufacturing and the manufacturing industries for IT solution selling and all pre & post-sale support personnel. It establishes a basic foundation of current industry knowledge in a set of self-directed, self paced, e-learning courses that students will find both informative and engaging. The programme starts with Manufacturing Fundamentals, which provides a broad introduction to manufacturing activities and the key business processes. Building on this introduction the student can choose to take any number of the additional courses focused on specific industries (as listed above).

Industry Training Course Objectives

Upon completion IT solution selling teams will be able to:

Discuss the fundamentals of manufacturing industries, including types of manufacturing, manufacturing methods, business planning, operational activities, and organisational models.
Comprehend terminology that is commonly used in the manufacturing industries but which is not used elsewhere.
Understand the key business processes and organisational units found in manufacturing companies.
Identify the key features and business issues and challenges within a wide range of different manufacturing industries, such as Automotive, Oil & Gas, Pharmaceuticals, Independent Logistics, Utilities, etc.

Industry Training Course Structure

The industry training programme is structured into a number of industry courses and modules, as follows:

Manufacturing Fundamentals - This course consists of eight modules in two parts, part 1 “Manufacturing overview” which consists of “Manufacturing Basics” and “The Business of Manufacturing”, and Part 2 “Manufacturing Business Areas” which consists of six modules, covering the activities of a manufacturing business - Product Development; Plant Operations; Supply Chain Management; Sales, Marketing and Customer Service; In-house Logistics; Finance, HR and IT.
Manufacturing Industries - This series of courses provides an introduction to the eleven different manufacturing industries (as listed above). Each of these courses is standalone but assumes familiarity with the materials in Manufacturing Fundamentals. Each vertical industry course includes: Industry Overview;Leading Companies; Supply Chain Structure; Specific Business Processes; Key Performance Indicators; Industry Trends; Business Drivers and Initiatives; IT Applications.

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