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Technical Sales (5 cr)

Code: TE00BR88-3002

General information


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

  • PTIVIS20O
    Software engineering and Project Management
  • PTIETS20sepm
    PTIETS20 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.