Cummins Power Generation took its sales training program to Lahore recently for a three-day face-to-face session aimed at delivering a world-class purchasing experience to Cummins customers in Pakistan. Classroom tuition was delivered to sales staff from Cummins Pakistan distributor Orient Engineering Services, as part of the 2011 Sales Training and Recognition (S.T.A.R.) Training Program.
In total, 21 Orient Engineering Services staff attended, coming from all branches around the country, for training sessions spread over three days. Experts from Cummins Power Generation led sessions on basic application engineering plus soft skills modules including presentation, negotiation, key account management and the six-step sales process. The training concluded with presentations by the delegates, giving them a chance to demonstrate the skills they had learned over the three days.
The S.T.A.R. Training Program is aimed at developing the capabilities of everyone who plays a part in the delivery of a Cummins Power Generation solution, and covers the whole sales process from lead generation through to closure of the project. Attendees can be sales representatives, application engineers, project managers, sales managers and others. There is a S.T.A.R. Portfolio consisting of training modules, and three S.T.A.R. Certifications in Commercial Sales, Applied Engineering and Product Management.