Technical SalesLaajuus (5 op)
Tunnus: TE00BR88
Laajuus
5 op
Osaamistavoitteet
After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.
Esitietovaatimukset
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.
Ilmoittautumisaika
29.11.2023 - 22.01.2024
Ajoitus
08.01.2024 - 30.04.2024
Opintopistemäärä
5 op
Toteutustapa
Lähiopetus
Yksikkö
Tekniikka ja liiketoiminta
Toimipiste
Kupittaan kampus
Opetuskielet
- Englanti
Paikat
40 - 65
Koulutus
- Tieto- ja viestintätekniikan koulutus
- Tietojenkäsittelyn koulutus
- Degree Programme in Information and Communications Technology
Opettaja
- Marika Säisä
Vastuuopettaja
Marika Säisä
Ryhmät
-
PTIVIS21OSoftware Engineering and Project Management
-
PTIETS21sepmPTIETS21 Ohjelmistotekniikka ja Projektihallinta
Tavoitteet
After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.
Oppimateriaalit
Internet sources, links & descriptions online
Opetusmenetelmät
Lectures, team work, independent work and online activities
Tenttien ajankohdat ja uusintamahdollisuudet
No exam
Pedagogiset toimintatavat ja kestävä kehitys
Practical assignments and reports
Team work
Self study
Toteutuksen valinnaiset suoritustavat
No optional ways for implementation
Opiskelijan ajankäyttö ja kuormitus
Lectures and on-site activities: 72 h
Assignments and self study 63 h
TOTAL 135 hours
Sisällön jaksotus
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.
Viestintäkanava ja lisätietoja
Course material and assignments are in It´s Learning
Arviointiasteikko
H-5
Arviointimenetelmät ja arvioinnin perusteet
Assignments and reports: diagnostic assessment.
Course includes 6 assignments: 2 individual assignments and 4 group assignments. Maximum points of each assignment is 3 points. Thus, the maximum amount of points from individual assignments is 6 points and 12 points from group assignments.
Team work: formative assessment taking into account student's self and peer assessment.
Presence
50-59% attendance affect on your grade +0,1
60-64% attendance affect on your grade +0,2
65-69% attendance affect on your grade +0,3
70-74% attendance affect on you grade +0,4
75+% attendance affect on your grade +0,5
Final grade of the course is weighted average:
- Individual assignments inc. self assessment 30%
- Group assignments inc. self and peer assessment 60%
- Presence 10%
Hylätty (0)
Less than 4 points from group assignments
Less than 2 points from individual assignments
No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.
Arviointikriteerit, tyydyttävä (1-2)
Grade 1:
- 4 points from group assignments
- 2 points from individual assignments
Grade 2:
- 5-6 points from group assignments
- 3 points from individual assignments
Poor, but satisfactory performance both in independent work and team work. Low participation on lectures and other activities.
Arviointikriteerit, hyvä (3-4)
Grade 3:
- 7-8 points from group assignments
- 4 points from individual assignments
Grade 4:
- 9-10 points from group assignments
- 5 points from individual assignments
Good performance both in team work and independent work. Active participation on lectures and other activities.
Arviointikriteerit, kiitettävä (5)
Grade 5:
- 11-12 points from group assignments
- 6 points from group assignments
Excellent performance both in team work and independent work. Active participation on lectures and other activities.
Esitietovaatimukset
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.
Ilmoittautumisaika
02.12.2022 - 24.01.2023
Ajoitus
16.01.2023 - 30.04.2023
Opintopistemäärä
5 op
Toteutustapa
Lähiopetus
Yksikkö
Tekniikka ja liiketoiminta
Toimipiste
Kupittaan kampus
Opetuskielet
- Englanti
Paikat
30 - 60
Koulutus
- Tieto- ja viestintätekniikan koulutus
- Degree Programme in Information and Communications Technology
Opettaja
- Marika Säisä
Vastuuopettaja
Marika Säisä
Ryhmät
-
PTIVIS20OSoftware engineering and Project Management
-
PTIETS20sepmPTIETS20 Ohjelmistotekniikka ja Projektinhallinta
Tavoitteet
After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.
Oppimateriaalit
Internet sources, links & descriptions online
Opetusmenetelmät
Team work, independent work and online activities
Tenttien ajankohdat ja uusintamahdollisuudet
No exam.
Pedagogiset toimintatavat ja kestävä kehitys
Practical assignments and reports
Team work
Self study
Toteutuksen valinnaiset suoritustavat
No optional ways for implementation
Opiskelijan ajankäyttö ja kuormitus
Lectures and self study: 75 hours
Assignments: 60 hours
Sisällön jaksotus
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 handeled in lectures and team work.
After the course students have a clear understanding of tehnical sales as part of the work of the future.
Viestintäkanava ja lisätietoja
-
Arviointiasteikko
H-5
Arviointimenetelmät ja arvioinnin perusteet
Assignments and reports: diagnostic assessment.
Team work: formative assessment taking into account student's self and peer assessment.
Hylätty (0)
No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.
Arviointikriteerit, tyydyttävä (1-2)
Poor, but satisfactory performance both in independent work and team work.
Arviointikriteerit, hyvä (3-4)
Good performance both in team work and independent work
Arviointikriteerit, kiitettävä (5)
Excellent performance both in team work and independent work.
Esitietovaatimukset
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.
Ilmoittautumisaika
02.12.2021 - 13.02.2022
Ajoitus
17.01.2022 - 30.04.2022
Opintopistemäärä
5 op
Toteutustapa
Lähiopetus
Yksikkö
Tekniikka ja liiketoiminta
Opetuskielet
- Englanti
Paikat
0 - 40
Koulutus
- Tieto- ja viestintätekniikan koulutus
- Degree Programme in Information and Communications Technology
Opettaja
- Marika Säisä
Vastuuopettaja
Marika Säisä
Ryhmät
-
PTIVIS19OSoftware Engineering and Project Management
Tavoitteet
After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.
Oppimateriaalit
Internet sources, links & descriptions online
Opetusmenetelmät
Team work, independent work and online activities
Tenttien ajankohdat ja uusintamahdollisuudet
No exam.
Pedagogiset toimintatavat ja kestävä kehitys
Practical assignments and reports
Team work
Self study
Toteutuksen valinnaiset suoritustavat
No optional ways for implementation
Opiskelijan ajankäyttö ja kuormitus
Lectures and self study: 75 hours
Assignments: 60 hours
Sisällön jaksotus
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 handeled in lectures and team work.
After the course students have a clear understanding of tehnical sales as part of the work of the future.
Viestintäkanava ja lisätietoja
-
Arviointiasteikko
H-5
Arviointimenetelmät ja arvioinnin perusteet
Assignments and reports: diagnostic assessment.
Team work: formative assessment taking into account student's self and peer assessment.
Hylätty (0)
No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.
Arviointikriteerit, tyydyttävä (1-2)
Poor, but satisfactory performance both in independent work and team work.
Arviointikriteerit, hyvä (3-4)
Good performance both in team work and independent work
Arviointikriteerit, kiitettävä (5)
Excellent performance both in team work and independent work.
Esitietovaatimukset
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.