Work in a rhythm of read → observe → practise the conversation → hand unknowns to pre-sales. After six weeks, use the checklist below to see what you've learned.

Each week: 2–3 hours reading · 1–2 hours of video or site observation · 1 hour of conversation practice · 1 hour updating your term card. Optional at weekends: trade shows, reference lines, vendor webinars. From week 7: go deep on one process line, join a full proposal review, update your competitor comparison every quarter.

Self-check

• I can explain where industrial arms, cobots, SCARA and AMRs fit
• I can read the core fields of a six-axis English datasheet, including the load diagram
• I can tell repeatability from absolute accuracy and know when to ask about the latter
• I can sketch where tooling and vision sit in a solution
• I can name the four collaborative modes and what ISO 10218 does
• I have a usable one-page RACI template
• I can screen the six applications and list 5 must-ask questions
• I can answer “too expensive” with TCO and ROI, without promising a cycle time
• I always ask about power supply, certification, Incoterms and FAT/SAT on export deals
• I can explain the key specs of servos and reducers and the design-in sales process

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