Technical Sales (5 cr)

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

Various internet sources, links & descriptions online.
Lecture slides.
Course's Itslearning.

Teaching methods

Lectures, team work, independent work, assignment-based learning and online activities

Exam schedules

No exam.

If a student does not pass the course, they are required to re-enroll and participate in the course during the next available offering, typically the following academic year.

International connections

Practical assignments and reports
Team work
Team learning
Self study

Completion alternatives

No optional ways for implementation

Student workload

Lectures and on-site activities: 70 h
Assignments and self study 65 h
TOTAL 135 hours

Course includes 6 assignments: 2 individual assignments and 4 group assignments.

Qualifications

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

Further information

Course material and assignments are in It´s Learning