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.

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.

Questions?

If you have any questions email [email protected]

These courses are eligible for:

PMMI U Skills Fund

Tuition Reimbursement

Cancellation Policy: Registration cancellation must be received 2 weeks in advance in order to reschedule without penalty or receive a refund on the registration fee, minus a $50 administration fee. Refunds will not be granted to NO-SHOWS or those canceling/rescheduling within 2 weeks of the class. To cancel, email [email protected]