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

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

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.

Further information

Course material and assignments are in It´s Learning

Evaluation scale

H-5

Assessment methods and criteria

Assignments and reports: diagnostic assessment.

Course includes 6 assignments: 2 individual assignments and 4 group assignments. Maximum points of each assignment is 3 points. Thus, the maximum amount of points from individual assignments is 6 points and 12 points from group assignments.

Team work: formative assessment taking into account student's self and peer assessment.

Presence
50-59% attendance affect on your grade +0,1
60-64% attendance affect on your grade +0,2
65-69% attendance affect on your grade +0,3
70-74% attendance affect on you grade +0,4
75+% attendance affect on your grade +0,5

Final grade of the course is weighted average:
- Individual assignments inc. self assessment 30%
- Group assignments inc. self and peer assessment 60%
- Presence 10%

Assessment criteria, fail (0)

Less than 4 points from group assignments
Less than 2 points from individual assignments

No show, not carrying out responsibilities, disappearing from team work, lack of communication with other team members.

Assessment criteria, satisfactory (1-2)

Grade 1:
- 4 points from group assignments
- 2 points from individual assignments

Grade 2:
- 5-6 points from group assignments
- 3 points from individual assignments

Poor, but satisfactory performance both in independent work and team work. Low participation on lectures and other activities.

Assessment criteria, good (3-4)

Grade 3:
- 7-8 points from group assignments
- 4 points from individual assignments

Grade 4:
- 9-10 points from group assignments
- 5 points from individual assignments

Good performance both in team work and independent work. Active participation on lectures and other activities.

Assessment criteria, excellent (5)

Grade 5:
- 11-12 points from group assignments
- 6 points from group assignments

Excellent performance both in team work and independent work. Active participation on lectures and other activities.

Qualifications

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