Study Guide

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

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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.