Background
To be a successful sales representative with METTLER TOLEDO it is essential to have a combination of 3 skills– product knowledge; an understanding of the customer’s needs and their weighing processes; and a consultative, value-based sales approach. The LabGeneralist course focuses on these 3 themes for the LabTec product portfolio. The 3 themes are covered in an interactive didactic style, where each participant first learns the theory, progressing to hands-on workshops to learn the key product features, and finally translate these features into customer benefits based on actual needs. A variety of media is used in order to maximize the learning effect.

Training Objectives
Upon completion of this training course the participant will be able to:
·   Understand the values and positioning associated with METTLER TOLEDO LabTec Solutins.
·   Know and understand the key features of the LabTec product portfolio.
·   Be able to demonstrate these features and benefits to customers based on a segment-focused sales approach.

Duration
5 days for the LabTec part

Dates
S718-B    03.05. - 07.05.2010

Course Language
English

Location
Mettler-Toledo AG, Greifensee, Switzerland

Costs
Travel costs to be paid by the participant. The training itself is provided free of charge. LabTec will also cover hotel costs (incl. breakfast) during training as well as lunch in the company canteen.

Participants
·   New METTLER TOLEDO sales representatives and sales support staff for LabTec Balances
·   Managers and marketing staff requiring a product overview
·   The maximum number of participants is limited to 10

Prerequisites
A basic overview of our markets would be helpful - 3-6 months experience with the company would be ideal.

Start & End of Training
The training begins in Greifensee on Monday at 08:15. The training will finish on the Friday at ~16:00.

Traveling
Participants arriving by airplane can schedule their flights to / from Zurich airport. Plan to arrive on Sunday afternoon/evening and depart on Friday after 19:00.

eLearning
The training in Greifensee is enhanced with web-based preparation and “refresher” eLearning modules. These parts are mandatory.

Qualification
After successfully completing all training modules, the participant will receive a LabTec certificate with qualification level “BASIC”.

Training contents
·   Excellence balance portfolio (XS/XP)
·   Moisture analyzer portfolio
·   GWP^® Training 1*
·   Overview Classic balance portfolio
·   Introduction to LabX balance
·   Weighing theory and terminology
·   Weighing influences
·   Measurement uncertainty & minimum weight
·   Regulatory compliance
·   Density determination
·   Hands-on application workshops
·   Demonstration role-plays
·   Sales tools & segment resources
·   Competition
·   Uznach factory tour
1* GWP^® Training will be included at discretion depending on the class experience.