NRMCA Concrete Sales

Here is a brief course outline. For more information please contact our office or visit NRMCA.org.

Module Descriptions

TECHNICAL / PRODUCT KNOWLEDGE

•  Fundamentals of Concrete and Component Materials
•  Admixtures
•  Proportioning Concrete Basics: The Salesperson's Role in Specification Review; Mix Design Submittals and the Pre-Pour Conference
•  Batching, Mixing and Delivery - ASTM C-94 Specification
•  Handling, Conveying, Placing and Finishing Concrete
•  Basic Concrete Troubleshooting

CUSTOMER BUSINESS KNOWLEDGE

•  The Homebuilder Overview; Working with Vendors and Subcontractors
•  The Organized Builder and the Building Process
•  Commercial and Governmental Construction Industry Overview
•  Construction Documents (Reading Blueprints)
•  Project Planning and Scheduling; Estimating Construction Projects

TEST PROCEDURES

What To Expect On The Test:

The one-hour written examination is "closed book" and consists of 55 multiple choice questions. There are five (5) to ten (10) questions on each of the ASTM Standards. To pass the written examination, both of the following conditions must be met: (a) at least 60% correct for each of the required standards; and (b) a minimum score of 70% overall.

The performance examination is also "closed book" and requires actual demonstration of six of the required ASTM Standards plus a verbal description of Sampling, ASTM C 172. The examinee is judged on his/her ability to correctly perform or describe all of the required procedures for each standard.

GENERAL BUSINESS KNOWLEDGE

•  Basic Accounting and Financial Management for Ready Mixed Concrete Salespeople
•  Fundamentals of Pricing
•  Break-Even Analysis
•  Construction Finance
•  Legal Issues
•  Advanced Management Topics

PROFESSIONAL SALES SKILLS

•  The Changing Role of the Professional Salesperson
•  Discovering Customer Needs
•  Developing Presentation Skills
•  Responding to Buyer Concerns and Completing the Sale
•  Creating a Sales Plan; Time and Territory Management
•  Finding Potential Buyers

Comments By Course Graduates:

•  "Real Life Issues - Teacher is very experienced in the field."
•  "Thought provoking & motivational"
•  "The instructor has an obvious passion for the industry & it shows in his instruction"
•  "The course is well organized & a great step for the industry"
•  "The instructor put his heart into it and it showed"
• * "Reiterates keeping ‘the job’ in mind. We need to remember what we're really suppose to do"

Module I: Product Knowledge (Concrete 101): Focuses on Concrete fundamentals, component materials, Proportioning of Mix designs, Batching / Mixing / Delivery, Handling, and Placing and Finishing, and Basic Concrete Troubleshooting.

Module II: Customer Knowledge: a better understanding of your customers needs and the role you play. Focuses on:

Homebuilder residential building process, Commercial and Governmental Construction industry Overview, Construction documents and reading blueprints, Principles of estimating, Project planning and scheduling,

Module III: General Business Knowledge: Focuses on: Basic Accounting, Financial management and Cost Analysis, Fundamentals of pricing principles, Construction Finance and legal Issues

Module IV: Professional Selling Skills: Focuses on: Overview of the selling and butting process, finding potential buyers, creating a Sales Plan, Presentation Skills, Discovering Needs, overcoming objections and Closing the sale.