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PMMI U Industry Training
Certified Technical Sales Professional Certification
Certified Technical Sales Professional (CTSP) Certification (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. Customers are increasingly looking for partners that not only understand their own products but also understand up and downstream equipment, the complexities of the environment in which they operate, the materials key to their processes and other key elements of standards, and line efficiencies.
Completing the requirements for the Certified Technical Sales Professional (CTSP) designation allows the participants to display the credential on collateral demonstrating to customers and associates they have a full understanding of the environment in which they operate and are a knowledgeable solutions provider. Members achieving the full certification will be recognized as an educated sales representative within the packaging and processing industry.
Components of the CTSP Certification
To receive this industry certification, participants must complete all three components listed below. Once all three components of the CTSP have been completed, the participant will earn the PMMI Certified Trainer Sales Professional designation along with logo files to add on business cards and business social media profiles.
Note: While all components for the CTSP certification are offered individually, participants must complete all three in order to achieve the Certified Technical Sales Professional (CTSP) designation.
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
- 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.
Cost: $3,195
An efficient sales representative not only understands the machinery aspect of their market, but also has a working knowledge of the materials that interact with their equipment. PMMI is exclusively offering our members, in partnership with the Institute of Packaging Professionals (IoPP), select modules on packaging materials from their Packaging Fundamentals of Packaging Technology curriculum. PMMI Members can select three on-line course modules from the list below to enhance their understanding of packaging materials. The course modules chosen should be suggested by the participant’s management and pertinent to the company equipment.
Anyone interested in more than three modules can access them – and additional content on other packaging technology - by clicking on this link that will take you directly to the IoPP Fundamentals of Packaging Technology full content offering.
Also included:
- One year of Regular membership to IoPP
- The Fundamentals of Packaging Technology 6th Edition (electronic or bound)
Available Course Modules:
- Adhesives Part 1
- Adhesives Part 2
- Blow Molding
- Closures Part 1
- Closures Part 2
- Corrugated Boxes
- Corrugated Fiberboard
- Flexible Packaging Part 1
- Flexible Packaging Part 2
- Folding Cartons
- Glass Packaging
- Injection Molding
- Labels and Labeling
- Packaging Polymers
- Special Designs
- Thermoforming
Cost: $725
This online course, being developed by PMMI, for individuals working in the packaging industry, will help participants obtain a better understanding of the functions and operations of packaging machinery. The course will also cover the interactions of machines that are upstream and downstream from their equipment within the packaging line.
The course includes 12 packaging machinery modules.
Topics Include:
- Bagging, Pouching & Wrapping Equipment
- Cartoning, Multipacking & Case Packaging
- Coding, Labeling & Printing Equipment
- Controls, Software & Components
- Conveying, Feeding & Handling
- Filling, Capping & Closing
- Inspection & Testing Equipment
- Materials, Containers & Consumables
- Material Handling & Warehousing
- Palletizing & Load Stabilization
- Robotics
- Tray, Clamshell & Blister Packaging Equipment
Also included:
Overview of Industry Standards resource guide: Participants will also receive this guide which provides helpful information on Federal regulations, National and International industry standards, and directives crucial to the manufacturing and selling of packaging and processing equipment.