Advanced Selling Tools

Aug 26-28, 2014
$550 1.5 CEUs

Course Time Approximately 8am - 5pm Travel, Accommodations, and Meal Details

This course is designed for the sales professional who wants to be an expert at analyzing and comparing lighting solutions for their customers. Participants will become fluent in financial measures like Life Cycle Costing (LCC), Net Present Value (NPV) and Internal Rate of Return (IRR), and learn to recognize that there are several "Cost of Light" models that can be used for different situations. They will learn how to use sales tools, featuring the Lighting Assistant and Value Light, to analyze retrofit options, design simple lighting layouts, suggest group relamping schedules, estimate environmental impact and calculate demand reduction and utility rebates. Additionally, participants will explore some of the challenges of cost-justifying LED upgrades, and learn how to consolidate all the information into a compelling proposal.

Course Starting/Concluding Times
The starting and concluding times for each course may vary, but the usual starting time each day is 8:00 a.m. with the bus departing from the hotel at approximately 7:30 a.m. The daily concluding time is usually 5:00 p.m. except when evening events such as refreshments and dinners are scheduled. The exact times will be listed in your confirmation packet that you will receive three weeks prior to your course. Please verify exact times before making your airline reservations.

Register through Learning Central

Pre-work and Technology Requirements

Provide one example of a lighting installation that you may be working on, describing the application/environment, square footage of area, current systems used, other factors that may impact the lighting decision, budget considerations, etc. During the course, you will have the opportunity to discuss/propose possible solutions. Bring a Laptop computer with Windows XP, Windows Vista or Windows 7 with Microsoft Excel from Office 2007 or later. If you do not have access to a laptop, one will be provided for your use during the course.