Technical Sales (5 cr)
Code: 3241012-3002
General information
Enrollment
22.11.2019 - 10.01.2020
Timing
01.01.2020 - 31.07.2020
Number of ECTS credits allocated
5 op
Virtual portion
2 op
RDI portion
2 op
Mode of delivery
60 % Contact teaching, 40 % Distance learning
Campus
Kupittaa Campus
Teaching languages
- English
Seats
15 - 35
Degree programmes
- Master of Business Administration, Sales Management
Teachers
- Sirpa Hänti
- Timo Holopainen
Teacher in charge
Sirpa Hänti
Groups
-
YPSMAS19
Objective
After the course the student is capable to
- act as a sales person in demanding technical sales
- sell complicated technical solutions
- lead sales project
Content
Content
- Technical solution selling
- Project selling
- Special issues in selling complicated technical solutions
Materials
In Optima
Teaching methods
Readings, assignments, active participation in classes.
Student workload
Classes on 14.1.: 9-16 and 11.2.: 9-16
Readings and searching for articles/materials
Groupwork
Pre-assignment,
Assignments 2-4
The amount of working hours approximately 135 hours/student (may differ depending on the students earlier studies and experience).
Content scheduling
Technical solution selling
Project selling
Special issues in selling complex technical solutions.
Pre-assignment available in Optima two weeks before the first contact day.
The contact days are: 17.4. and 7.2.
Evaluation scale
H-5