Technical Sales Skills and Processes (5cr)

Evaluation scale

H-5

Content scheduling

During the course, the student gets a versatile overview of sales, During the course, e.g. the following subject areas/themes:

After completing the course, the student will be able to:
The course may also be implemented with the help of a working life project.
Principles of selling Sales process Different sales styles and customers
Sales skill development
Sales tools and their utilization
Industrial, key account, service, B to B and service sales
Key Account Management

Timing:
Duration of the course, 1.9.-30.10.2025 (total of 8 short sessions)
A more detailed schedule of the course and the themes/topics of the next lessons are described on the course's Itslearning platform.

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

Materials

- During the lectures, it is important to take your own notes, as they are essential for the completion of the course.
- Lecture material will be distributed at the end of the course
- The course evaluation includes an exam, individual assignments and group assignments, which are based on the material discussed in the lectures.

Teaching methods

The course is based on independent work and group work.

Working is both independent remote working and face-to-face teaching, in which case we delve into a certain theme of the subject area by discussing and presenting the results of group work.

At the first lecture, students are asked for permission on the attendance list of the course's lectures.

Pedagogic approaches and sustainable development

The study course is implemented in accordance with innovation pedagogy, where studying is based on work-life-oriented learning and the development of innovation abilities. During the course, the student must play an active role and must independently take responsibility for his own learning and the implementation of learning tasks. The course is based on individual and group work, where the role of instructors is to support and guide the work.

Completion alternatives

Is not.

Student workload

The course consists of learning tasks to be done on adjacent floors.

More detailed descriptions of learning tasks and instructions on the course's own Itslearning platform.

1 ECTS corresponds to 27 hours of student work, i.e. 5 ECTS = 135 hours.

Attendance is mandatory for the course.

As a result of the implementation method, attendance at lectures is necessary. Passing the course requires at least 50% participation in the hikes.

Assessment criteria, approved/failed

Passing a test requires that the student has been able to answer correctly to 80% of the test questions. There is no limit to the number of times you can respond.

Evaluation methods and criteria

The course uses numerical evaluation.
Grades are used for successfully completed studies (5-step numerical scale):
5 = commendable
4 and 3 = good
2 and 1 = satisfactory
0 = rejected
The grade consists of:

- Group assignment participation 40%
- Proficiency test 40%
- Lecture participation and student activity during lectures 20% (Lecture attendance is required at least 50% to pass the course
All sections must be passed.

Failed (0)

No performance.

Assessment criteria, satisfactory (1-2)

The student satisfactorily masters the basic concept of sales and understands its principles. The student can satisfactorily identify the opportunities and challenges of sales and can name only a few related actors and information sources. The student can satisfactorily identify how sales is related to his own field of study. The student can satisfactorily manage his own work, allocate resources to the tasks to be performed, work in a group and satisfactorily take into account the goals set by the teacher/assignment. The student is satisfactorily able to construct a concise and informative presentation and express himself in writing.

Attendance at lectures at least 50-60 % in accordance. Activity in lectures at a satisfactory level.

Assessment criteria, good (3-4)

The student has a good command of the basic concepts of sales and understands its principle. The student is able to identify the opportunities and challenges of sales well and knows how to name actors and sources of information related to the topic. The student is able to identify well how sales are related to his own field of study. The student knows how to manage his own work well, allocates resources to the tasks to be performed and works in a group, and takes good account of the goals set by the teacher/assignment. The student is well able to construct a concise and informative presentation and express himself clearly in writing.

Attendance at lectures at least 70-80 % in accordance. Activity at lectures at a good level.

Assessment criteria, excellent (5)

The student has an excellent command of the basic concepts of sales and understands its principle. The student is able to identify sales opportunities and challenges in an excellent and broader manner and knows how to name actors and information sources related to the topic. The student is excellent at describing how sales is related to his own field of study. The student is excellent at managing his own work, divides the resource between the tasks to be performed and works actively in the group, and takes excellent account of the goals set by the teacher/assignment. The student is excellently able to construct a concise and informative presentation and express himself clearly in writing.


Attendance at lectures at least 90% in accordance. Activity at lectures at an excellent level.

Further information

Communication to the teacher through the message of the itslearning platform.