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Solution Selling for Welding Sales Strategy Course
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Solution Selling for Welding
The Solution Selling for Welding course is designed to teach students how to identify and reconcile a potential client’s needs by using a problem-led approach to product and service sales. The course will utilize case studies to allow students to apply key concepts such as arc time or operator factor.
At a Glance
Price
Member: $696
Non-member: $915
Non-member: $915
Materials Access
60 days
Course Length & Earnings
Approximately 18 hours
18 PDHs | 1.8 CEUs
Course Details
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Who Should Take This Course
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Prerequisites
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Objectives
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Student Learning Outcomes
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Course Modules
- Anyone involved in the sale of welding equipment or consumables
- Anyone who affiliated with a service provider tied to welding and fabrication
- This student body may encompass many positions, including:
- Welding sales representatives
- Welding supervisors
- Shop owners
- This student body may encompass many positions, including:
Prior to taking this course, students should be familiar with basic welding processes and welding terminology. This prerequisite knowledge can be obtained by:
- Taking the AWS Welding Sales Representative online course
- Taking the AWS Economics of Welding online course
- Obtaining and reading a copy of AWS A3.0 Standard Terms and Definitions
This course teaches students how to:
- Assess a potential client’s needs
- Reconcile a client’s needs by using a problem-led approach to product and service sales
- Create a sales proposal based on observation of client’s in-house processes
Upon completion of the Solution Selling for Welding course, students will be able to:
- Identify concepts to be covered within course
- Identify the basics of the sales process
- Explain the basics of the solution selling sales techniques
- Effectively research client prior to engagement
- Establish present state through conversation
- Identify/Diagnose pain points
- Observe processes
- Analyze cause of isolated pain points
- Evaluate data collected through observation
- Reconcile data with product line
- Create a proposal
- Deliver a comprehensive proposal aimed at selling value as opposed to product
- Identify when to reconnect with a client regarding a presented proposal
- Use tools to convert a “no”
- Identify when to use tools in your power to help close a deal
- Apply principles learned throughout this course through the use of scenario-based questions
- Module 1 – Introduction
- Module 2 – Sales Process
- Module 3 – What is Solution Selling?
- Module 4 – Discovery and Client Assessment
- Module 5 – Observation
- Module 6 – Engineering a Solution
- Module 7 – Selling Your Solution
- Module 8 – Closing the Deal
- Module 9 – Case Studies
- Module 10 – Case Studies
Frequently Asked Questions
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What is the AWS Solution Selling for Welding course and who should take it?The Solution Selling for Welding course is ideal for companies or organizations looking to train a full salesforce or incorporate a welding sales component to their onboarding process, as well as any AWS certification holder seeking to meet their training requirements for recertification. It is also well suited for aspiring Certified Welding Sales Representatives (CWSRs) looking to build their technical sales knowledge.
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What topics does the course cover?The course prepares welding sales professionals to serve as the conduit between manufacturers, distributors, and their customer base — covering welding processes, equipment, consumables, and how to connect welding technology to customer needs with confidence and credibility. It takes a sales, distribution, and manufacturing perspective throughout.
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Is there an exam and what do I earn upon completion?Yes. The completion exam consists of 60 multiple-choice questions and must be completed within a 90-minute period. In order to earn a printable Certificate of Completion from AWS and 18 Professional Development Hours (PDHs) / 1.8 Continuing Education Units (CEUs), a student must attain a score of 75% or higher on the completion exam.
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Is this the same as passing the CWSR certification exam?No. Passing the final exam for this online course grants the student a digital Certificate of Completion, which attests that the student has successfully completed the training and earned the applicable PDHs or CEUs. The CWSR certification exam is a separate, closed-book exam administered through Prometric testing centers.
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Can the PDHs earned count toward AWS recertification?Absolutely. Professional Development Hours (PDHs) earned through AWS online courses can be applied toward any certification training requirement, such as those for CWI re-testing or recertification, provided that they are earned within a specified time period.
Comprehensive support for your welding education journey
Comprehensive support for your welding education journey
Questions about course content?
Running into a technical issue?
Our dedicated support team is here to make sure your welding education experience stays on track. Visit our Learning Support page, select the type of help you need from the dropdown menu, and a team member will be in touch promptly.
Running into a technical issue?
Our dedicated support team is here to make sure your welding education experience stays on track. Visit our Learning Support page, select the type of help you need from the dropdown menu, and a team member will be in touch promptly.