Selling & Explaining your Technology

///Selling & Explaining your Technology
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Selling and Explaining your Technology

REGISTER

Download the Programme Selling and Explaining your Technology

09:15 – 09:30 Course Introduction
09:30 – 10:30 What to sell?
10:30 – 11:00 Coffee break
11:00 – 12:00 Whom to sell to?
12:00 – 13:00 Drafting a technology offer
13:00 – 14:00 Lunch
14:00 – 15:30 Drafting your own technology offer
15:30 – 16:00 Coffee break
16:00 – 17:15 Feedback on the technology offers
17:15 – 17:30 Round up of day 1
19:00 Networking dinner
09:00 – 10:15 Convincing the customer
10:15 – 10:45 Coffee break
10:45 – 11:45 What makes you a successful salesperson?
11:45 – 13:15 Sales Exercise & Pitch Training 1
13:15 – 14:15 Lunch
14:15 – 15:30 Power pitch
15:30 – 16:15 Sales Exercise & Pitch Training 2
16:15 – 16:45 Coffee break
16:45 – 17:30 Sales Exercise & Pitch Training 2 continued
17:30 – 17:45 Round up of day 2
09:00 – 10:30 Emotional selling
10:30 – 11:00 Coffee break
11:00 – 13:00 Wrap up
13:15 – 14:15 Sandwich Lunch

  

  

Training course venue:

Hotel Galaxy ****
ul. Gęsia 22A
31-535 Cracow
T: +48 12 342 81 00
E: hotel@galaxyhotel.pl

Download the logistical information on how to get from the airport to the hotel here.

HOTELS


Hotel Galaxy **** (Training course location)
ul. Gęsia 22A
31-535 Cracow
T: +48 12 342 81 00
E: hotel@galaxyhotel.pl

Non-refundable option
(100% prepayment)
Single room: 290 PNL (+/- €70)
Double room: 350 PNL (+/-83)

Refundable option
(cancelation possible until 3 days before arrival, payment at reception desk)
Single room: 340 PNL (+/- €81)
Double room: 390 PNL (+/- €93)

Breakfast, internet, fitness, swimming pool and sauna included.

To obtain this special rate, book via this special link or send an e-mail to the hotel (agnieszka.lemanska@jordan.pl) before 14 February 2018.

INX Design Hotel****
Located 750m from Hotel Galaxy

Starowiślna 91
31-052 Cracow, Poland
T: +48 12 354 45 90

Please check the website for availability and prices.

Kracow Residence Hotel***
Located 1 km from Hotel Galaxy

Starowiślna 62
31-035 Cracow, Poland
T: +48 12 442 74 02

Please check the website for availability and prices.

Metropolitan Boutique Hotel****
Located 1.2 km from Hotel Galaxy 

Berka Joselewicza 19
31-031 Cracow, Poland
T: +48 12 442 75 00

Please check the website for availability and prices.

Golden Tulip****
Located 1.5 km from Hotel Galaxy

Krakowska 28
31-062 Cracow, Poland
T: +48 12 424 48 00

Please check the website for availability and prices.

Rates training course

Member early bird until 1 January 2018: €1290 (EXPIRED)
Member: €1350

Non-member early bird until 1 January 2018: €1940 (EXPIRED)
Non-member: €2000

If you are not a member join here for €250 a year and benefit immediately from the membership discounts and other specials

CE Points: 16

Learning objectives

  • The value of technology and IP rights from an industry perspective
  • What is meant by a license strategy? Do you need one?
  • Finding potential licensees and how to engage them in license talks
  • Deal strategy: the essence of a good deal
  • Maximising financial value, going beyond royalty rates
  • The anatomy of a license agreement
  • Negotiation strategy: avoiding common pitfalls
  • Post-licensing management: renegotiation, audit and litigation

Topics

  • Drafting technology offers
  • Building a sales network
  • Sales strategies
  • Power pitches
  • Includes video training

Why join this course?

This course gets back to basics, by defining what the product is and to whom it will be sold. These are the key points necessary for designing specific media and distribution channels. Once the basics have been established the next step is selling; how to pitch the product and how to be a good salesperson and relationship builder. To get the most out of the training active participation is essential. This
course is delivered through a mixture of seminar-style talks, small break-out group discussions and reporting on specific case studies.

Who should attend?

his course is for TTO staff with between 1-3 years’ experience in this field, who are responsible for business development and the technology selling- process with industry. Attendees should have enough experience to know how their TTO works and feel ready to take over an active role in the technology offering and selling process.

I enjoyed participating in the ASTP course on Selling & Explaining Technologies. It is a great training tool for every Technology Transfer Professional aiming to commercialize academic projects. Especially the networking with peers from other European TTOs was excellent.
Esther M. Lange, Ascenion, Germany