I returned to the Vilvoorde European HQ just outside Brussels to run a sales skills refresher for their parts and service sales specialists.
|A 480 unit in for maintenance. The tyres makes a car tyre look puny !|
The business needs a special sort of sales professional with both good technical knowledge and commercial saviness.
So the course covered the Komatsu Sales process ,Customer Segmentation, the Commodity Sales Tool, Territory Management, Territory Cash Map, Identifying the relevant decision makers and Key Influencers ,Preparing the meeting, Making the visit / purpose etc, Vehicle Inspection, Product presentations , the Offer, Closing the sale and call reporting
|Selling Situations Exercise - The group - Poirot-like "stretch their|
little grey cells" in the Komatsu training room in Bruxelles
|Napoleon Bonaparte said an ' army marches on its stomach'|
Tahe, Maciesc Lorenzo Dimitar fuel up at lunch for the afternoon session.
|The Komatsu KOMTRAX Sytsem.|
Delegates who attended the course in Vilvoorde came from Belgium Bulgaria, Norway, Sweden, Germany, Poland, Italy, and Ethiopia . It was like a United Nations of Sales professionals.
As well as working hard with the team, there was time for leisure and good company . We stayed at the Novotel in the centre of the historic Flemish town of Mechelen with its icturesque Town Hall, St Rumbold' s Cathedral and Town Hall .
I can also recommend the Goudon Carolus beer !!