Technical Sales Skills and Processes (5 cr)
Code: 5091180-3010
General information
- Enrollment
-
14.12.2024 - 31.01.2025
Registration for the implementation has ended.
- Timing
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13.01.2025 - 24.05.2025
Implementation is running.
- 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
- Degree programmes
- Degree Programme in Industrial Management Engineering
Realization has 12 reservations. Total duration of reservations is 36 h 0 min.
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Mon 13.01.2025 time 12:00 - 15:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_B143
Teoriatila muunto
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Thu 23.01.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A312
Teoriatila
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Mon 27.01.2025 time 14:00 - 17:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A314
Teoriatila
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Thu 27.02.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A314
Teoriatila
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Mon 03.03.2025 time 14:00 - 17:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
Tila B164
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Thu 13.03.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A312
Teoriatila
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Thu 20.03.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A312
Teoriatila
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Thu 27.03.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A309
Teoriatila
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Thu 17.04.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A314
Teoriatila
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Thu 24.04.2025 time 15:00 - 18:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_A317
Teoriatila
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Mon 05.05.2025 time 11:00 - 14:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_B164
Tapio muunto
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Thu 08.05.2025 time 11:00 - 14:00 (3 h 0 min) |
Technical Sales Skills and Processes 5091180-3010 |
LEM_B164
Tapio muunto
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Evaluation scale
H-5
Content scheduling
Principles of selling and sales management
Sales processes
Different sales styles and customers
Sales Offers, Contracts, Law and Ethical issues
Sales competences development
Sales tools and their utilization
Expert, technical, B to B and service sales
Key Account Management
Objective
Students active listening, sales planning, prospecting, adaptive selling, and presentation skills will develop.
After the study unit student can handle objections handle negotiations and master all steps of sales process
Content
Principles of selling Sales process Different sales styles and customers
Law and Ethical issues
Sales skill development
Sales tools and their utilization
Industrial, key account, service, B to B and service sales
Key Account Management
Location and time
Fall semester 2018
Materials
Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,7th edition
Jobber, D., Lancaster, G.: Selling and Sales Management, Pearson Education ltd.,
Articles, www pages and other material
Sales Training Student Field book (ESC)
Jonson, S. (1998), Who Moved My Cheese?
Lundin, S., C et all: Fish! A Remarkable Way to Boost Morale and Improve Results
Teaching methods
Theory, learning checks, case studies, role-plays, exercises, and presentations
Exam schedules
Final Learning Check in April
International connections
Lecture, group work, flipping the classroom teaching, learning checks, RDI material, reading comprehension, case studies, role-plays, exercises, and presentations. Final learning check
Completion alternatives
No alternative
Student workload
Workshops and lectures 30 hours, individual and group assignments 56, Pre assignments and preparation for quizzes and exam 49 hours
Further information
Part of the Sales Semester