Robot Industry Sales Basics
Covers industrial robots, cobots, mobile and service robots, plus core components such as servos, reducers, controllers and vision. High-school physics is enough. Learn to tell robot types apart, read an English datasheet and ask the right discovery questions. When you quote, state the scope and the risks clearly, so you can handle a first inquiry on your own.
Contents
00Market overview: global and ChinaStart with the big picture.
01Start here: goals and limitsWhen a customer says “We need a robot”, you should understand the shop-floor language, ask for the key parameters, map the pain point to the right product category, and explain value and risk clearly.
02Robot types and the value chainA customer's “robot” may mean a fixed industrial arm, a cobot or a mobile platform in a warehouse.
03Robot specs and datasheetsCustomers care whether the robot can reach, hold and place accurately, which map to reach, payload and accuracy.
04End-of-arm tooling, vision and force controlMany projects fail not because the robot was wrong, but because the tooling and sensing were.
05Control, safety and delivery scopeThe customer is buying a production line that runs reliably, not just a bare robot that moves.
06Screening six applicationsLet the application drive the specs, not a star model.
07TCO, export terms and objection handlingOnce the technical fit is there, winning depends on how clearly you explain risk and cost structure.
08Selling core components: servos, reducers, controllers and sensorsComponent customers are not end-user factories but “the people who build machines”: robot makers, automation equipment builders (batteries, solar, packaging, machine tools, semiconductor equipment and more) and integrators.
09Dialogues and lost-deal casesUse these cases to test the rules above: spot which rule was broken, then rewrite the statement into something that can go into a contract.
10Study plan and self-checkWork in a rhythm of read → observe → practise the conversation → hand unknowns to pre-sales.
11Customer question listRun through these before a visit or before replying to an inquiry.
12Glossary (English–Chinese)Quick reference for frequent terms, with the Chinese equivalent for working with Chinese suppliers and colleagues.
13ReferencesThe videos sit next to the topics they explain in each chapter.