Study Guide

Objective

After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.

Materials

Various internet sources, links & descriptions online.
Lecture slides.
Course's Itslearning.

Teaching methods

Lectures, team work, independent work, assignment-based learning and online activities

Exam schedules

No exam.

If a student does not pass the course, they are required to re-enroll and participate in the course during the next available offering, typically the following academic year.

International connections

Practical assignments and reports
Team work
Team learning
Self study

Completion alternatives

No optional ways for implementation

Student workload

Lectures and on-site activities: 72 h
Assignments and self study 63 h
TOTAL 135 hours

Course includes 6 assignments: 2 individual assignments and 4 group assignments.

Content scheduling

The course starts with different aspects of tehnical sales. The student learns how to match technology and business, understand the customer needs and busines cases. There after different kinds of marketing and sales strategies and processes are presented as well as offers and contracts. After that, the focus is set on account management. Last, business ethics is handled in lectures and team work.

After the course students have a clear understanding of technical sales as part of the work of the future.

Further information

Course material and assignments are in It´s Learning

Evaluation scale

H-5

Assessment methods and criteria

Assignments and reports: diagnostic assessment.

Course includes 6 assignments: 2 individual assignments and 4 group assignments. Maximum points of each assignment is 30 points. Thus, the maximum amount of points from assignments is 180 points.

Late submission for the assignments will reduce the points by 50%.

The presence on lectures are marked down. The first and last lectures give the student 2 points, feedback session is 3 points, other lectures are worth 1 point each. In total, there are 20 points from presence.

Altogether these will give the students the maximum of 200 points. These points are evaluated in the following way:

Fail: 0-59 points
grade 1: 60 – 88 points
grade 2: 89 – 116 points
grade 3: 117 – 144 points
grade 4: 145 – 172 points
grade 5: 173 – 200 points.

Accepted grade cannot be raised.

Assessment criteria, fail (0)

0-59 points.

No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.

Assessment criteria, satisfactory (1-2)

Grade 1: 60-88 points

Grade 2: 89-116 points

Poor, but satisfactory performance both in independent work and team work. Low participation on lectures and other activities.

Assessment criteria, good (3-4)

Grade 3: 117-144 points

Grade 4: 145-172 points

Good performance both in team work and independent work. Active participation on lectures and other activities.

Assessment criteria, excellent (5)

Grade 5: 173-200 points

Excellent performance both in team work and independent work. Active participation on lectures and other activities.

Qualifications

Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.