Technical SalesLaajuus (5 cr)
Code: TE00BR88
Credits
5 op
Objective
After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.
Qualifications
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.
Enrollment
29.11.2023 - 22.01.2024
Timing
08.01.2024 - 30.04.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- English
Seats
40 - 65
Degree programmes
- Degree Programme in Information and Communication Technology
- Degree Programme in Business Information Technology
- Degree Programme in Information and Communications Technology
Teachers
- Marika Säisä
Teacher in charge
Marika Säisä
Groups
-
PTIVIS21OSoftware Engineering and Project Management
-
PTIETS21sepmPTIETS21 Software engineering and Project Management
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
Internet sources, links & descriptions online
Teaching methods
Lectures, team work, independent work and online activities
Exam schedules
No exam
International connections
Practical assignments and reports
Team work
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
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 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%
Assessment criteria, fail (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.
Assessment criteria, satisfactory (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.
Assessment criteria, good (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.
Assessment criteria, excellent (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.
Qualifications
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.
Enrollment
02.12.2022 - 24.01.2023
Timing
16.01.2023 - 30.04.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- English
Seats
30 - 60
Degree programmes
- Degree Programme in Information and Communication Technology
- Degree Programme in Information and Communications Technology
Teachers
- Marika Säisä
Teacher in charge
Marika Säisä
Groups
-
PTIVIS20OSoftware engineering and Project Management
-
PTIETS20sepmPTIETS20 Software engineering and Project Management
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
Internet sources, links & descriptions online
Teaching methods
Team work, independent work and online activities
Exam schedules
No exam.
International connections
Practical assignments and reports
Team work
Self study
Completion alternatives
No optional ways for implementation
Student workload
Lectures and self study: 75 hours
Assignments: 60 hours
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 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.
Further information
-
Evaluation scale
H-5
Assessment methods and criteria
Assignments and reports: diagnostic assessment.
Team work: formative assessment taking into account student's self and peer assessment.
Assessment criteria, fail (0)
No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.
Assessment criteria, satisfactory (1-2)
Poor, but satisfactory performance both in independent work and team work.
Assessment criteria, good (3-4)
Good performance both in team work and independent work
Assessment criteria, excellent (5)
Excellent performance both in team work and independent work.
Qualifications
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.
Enrollment
02.12.2021 - 13.02.2022
Timing
17.01.2022 - 30.04.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Teaching languages
- English
Seats
0 - 40
Degree programmes
- Degree Programme in Information and Communication Technology
- Degree Programme in Information and Communications Technology
Teachers
- Marika Säisä
Teacher in charge
Marika Säisä
Groups
-
PTIVIS19OSoftware Engineering and Project Management
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
Internet sources, links & descriptions online
Teaching methods
Team work, independent work and online activities
Exam schedules
No exam.
International connections
Practical assignments and reports
Team work
Self study
Completion alternatives
No optional ways for implementation
Student workload
Lectures and self study: 75 hours
Assignments: 60 hours
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 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.
Further information
-
Evaluation scale
H-5
Assessment methods and criteria
Assignments and reports: diagnostic assessment.
Team work: formative assessment taking into account student's self and peer assessment.
Assessment criteria, fail (0)
No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.
Assessment criteria, satisfactory (1-2)
Poor, but satisfactory performance both in independent work and team work.
Assessment criteria, good (3-4)
Good performance both in team work and independent work
Assessment criteria, excellent (5)
Excellent performance both in team work and independent work.
Qualifications
Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.