The students learned the key steps to developing "bullet proof" specifications, which are specifications that are resistant to value engineering and substitutions. They also learned the strategy for how to develop meaningful relationships with architects and how to target and track projects to help ensure that they get the order.

The classroom training focused on the six characteristics of a successful architectural sales representative, which are being strategic, organized, persistent, honest, reliable and having exceptional communication skills.

Vince Moiso and Donato Pompo were the trainers who shared their many years of experience as being professional architectural representatives and as being sales managers training and managing architectural sales representatives. They are the authors of the UofCTS online course "The Complete Guide on Developing Tile & Stone Specifications with Architects,” which can be purchased as a book by clicking on: Purchase Book.