Basics of Technical Sales (5 cr)

Evaluation scale

H-5

Content scheduling

Different sales processes
Sales meeting and needs assessment
Handling objections and closing the deal
Sales interaction
Technical sales
Sales as part of the company's business
Sales documents
Customer Relationship Management

Materials

Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,
Jobber, D., Lancaster, G.: Selling and Sales Management, Pearson Education ltd.,
Lecture materials, Articles, Website and Case materials

Teaching methods

Lectures, case and role-playing exercises, individual and group work, evaluation of negotiation situations and final reflection.

Exam schedules

Final reflection returned within 3 weeks after the lectures have ended.

Pedagogic approaches and sustainable development

Lectures, case and role-playing exercises, individual and group work, evaluation of negotiation situations and final reflection.

Completion alternatives

None

Student workload

Lectures and guided case and role-play exercises 30 h
Completion of individual and group assignments 60 h
Evaluation of negotiation situations 20 h
Final reflection 20 h
The course is implemented as onsite teaching

Evaluation methods and criteria

Attendance and active participation 30 %
Individual and group assignments 50 %
Final reflection 20 % .
Each portion need to be attended/passed at least 50 %

Failed (0)

Incomplete participation in contact hours, exercises and/or not returning the final reflection and/or participating in any sub-area with less than 50% participation.

Assessment criteria, satisfactory (1-2)

The student has basic knowledge and understanding of technical sales processes and is able to adequately perform within sales situations, including industrial service sales. Partial participation in lectures and exercises, acceptable level of intermediate assignments and final reflection.

Assessment criteria, good (3-4)

The student has a good basic knowledge and understanding of technical sales processes and is able to perform within sales situations, including industrial service sales. Good participation in lectures and exercises, good level of intermediate assignments and final reflection, and submission by the deadline.

Assessment criteria, excellent (5)

The student has a good knowledge and understanding of technical sales processes and is able to perform well in sales situations, including industrial service sales. The student is able to use various sales tools and methods fluently. Active participation in lectures and exercises, the level of intermediate assignments and final reflections shows a broader understanding of sales tools and methods. All intermediate assignments and the final reflection have been returned by the deadline.

Further information

Course is conducted as onsite contact hours with utilization of Its.
No possibility for hybrid or online participation.