Understanding A Lighting Design Specification From A Sales Perspective

The aim of any sales interaction is to win business. For the lighting sales engineer, that often means ensuring that your lighting products end up in a project lighting specification. The course explains the many ways that specification business can be won, protected, and products purchased.

Delivery Method

Self-paced, online.

Who is this course for?

This course is part of the Lighting Sales Success routeway on the Profession Map, and has been specifically designed by the lighting industry, for the lighting industry, to equip professionals with the skills needed to move from selling individual products, to mastering complex, integrated solutions.

Learning Outcomes

By the end of this course, learners will:

• Translate a client specification document into a detailed product quotation
• Work with non-lighting professionals in the development of a lighting specification
• Interpret formal specification documents produced by third-parties
• Ensure that required design outcomes are integrated into a specification
• Understand why lighting specifications are important in the lifetime of a project

Next Steps

This course forms part of our Enhance Certificate in Lighting Sales Success, you may be interested in the following courses:

• Identify and Understand Your Customers
• Planning, Presenting and Closing
• Understanding Lighting Design From A Sales Perspective