Technical Sales (5 cr)

Code: TE00BR88-3003

General information

Enrollment: 29.11.2023 - 22.01.2024
Registration for the implementation has ended.

Timing: 08.01.2024 - 30.04.2024
Implementation has ended.

Number of ECTS credits allocated: 5 cr

Local portion: 5 cr

Mode of delivery: Contact learning

Unit: Engineering and Business

Campus: Kupittaa Campus

Teaching languages: English

Seats: 40 - 65

Degree programmes: Degree Programme in Information and Communications Technology; Degree Programme in Business Information Technology; Degree Programme in Information and Communication Technology

Teachers: Marika Säisä

Teacher in charge: Marika Säisä

Groups: PTIETS21sepm
PTIETS21 Software engineering and Project Management; PTIVIS21O
Software Engineering and Project Management

Course: TE00BR88

Realization has 6 reservations. Total duration of reservations is 15 h 0 min.

Time	Topic	Location
Wed 03.04.2024 time 09:00 - 12:00 (3 h 0 min)	Lecture and practical work, Technical Sales TE00BR88-3003	ICT_C1042_Myy MYY
Thu 04.04.2024 time 12:00 - 14:00 (2 h 0 min)	Individual/ group work, Technical Sales TE00BR88-3003	EDU_2025_2026 Teoriatila avo byod
Wed 10.04.2024 time 09:00 - 12:00 (3 h 0 min)	Lecture and practical work, Technical Sales TE00BR88-3003	ICT_C1042_Myy MYY
Thu 11.04.2024 time 12:00 - 14:00 (2 h 0 min)	Individual/ group work, Technical Sales TE00BR88-3003	EDU_2025_2026 Teoriatila avo byod
Wed 17.04.2024 time 09:00 - 12:00 (3 h 0 min)	Lecture and practical work, Technical Sales TE00BR88-3003	ICT_C1042_Myy MYY
Thu 18.04.2024 time 12:00 - 14:00 (2 h 0 min)	Individual/ group work, Technical Sales TE00BR88-3003	EDU_2025_2026 Teoriatila avo byod

Changes to reservations may be possible.

Evaluation scale

H-5

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.

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

Qualifications

Technical solution selling.
Project selling.
Special issues in selling complicated technical solutions.

Further information

Course material and assignments are in It´s Learning