Opinto-opas

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.