Technical Sales (5op)

Arviointiasteikko

H-5

Sisällön jaksotus

The course provides a comprehensive introduction to the field of technical sales with a particular emphasis on the software business. It explores how software solutions and services can be effectively aligned with business objectives, and how customer value can be created in a rapidly evolving digital environment. Students will learn to analyze customer needs, evaluate business cases, and match technological opportunities with real-world challenges in software-intensive industries.

The course covers different sales and marketing strategies specific to the software sector, including product-based sales, solution selling, and service-oriented approaches such as SaaS. Students will study sales processes in depth, from lead generation and proposal writing to contract negotiation and closing deals, with a focus on recurring revenue models, licensing, and subscription agreements.

The course then shifts focus toward account management, emphasizing long-term customer relationships, trust-building, and customer success as key components of sustainable sales. Students will learn how to manage ongoing accounts, create growth opportunities, and act as strategic partners to their clients.

Finally, ethical considerations in software sales are addressed through lectures and teamwork. Topics include responsible data use, transparency in service agreements, and professional integrity in customer interactions.

Learning Outcomes

Upon completion of the course, students will be able to:

- Understand the unique role of technical sales in the software business and its importance for sustainable growth.

- Identify customer needs and design business cases that support investment in software solutions.

- Apply different sales and marketing strategies relevant to software products, services, and subscription models.

- Manage software accounts by building long-term relationships and ensuring customer success.

- Reflect on and apply ethical principles in software business contexts, particularly regarding data, contracts, and trust.

This course prepares students to work at the intersection of technology and business, equipping them with practical skills and theoretical knowledge essential for careers in software sales and account management.

Tavoitteet

After completing the course the student can:
Act as a sales person in demanding technical sales.
Sell complicated technical solutions.
Lead sales project.

Oppimateriaalit

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

Opetusmenetelmät

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

Tenttien ajankohdat ja uusintamahdollisuudet

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.

Pedagogiset toimintatavat ja kestävä kehitys

Practical assignments and reports
Team work
Team learning
Self study

Toteutuksen valinnaiset suoritustavat

No optional ways for implementation

Opiskelijan ajankäyttö ja kuormitus

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.

Arviointimenetelmät ja arvioinnin perusteet

Assignments and reports: diagnostic assessment.

Course includes 6 assignments: 2 individual assignments and 4 group assignments. Maximum points of each assignment is 30 points. Thus, the maximum amount of points from assignments is 180 points.

Late submission for the assignments will reduce the points by 50%.

The presence on lectures are marked down. In total, there are 20 points from presence:
- Less than 50%=0 points
- 50-59,9%=5 points
- 60-69,9%=10 points
- 70-79,9%=15 points
- 80-100%=20 points


All together these will give the students the maximum of 200 points. These points are evaluated in the following way:

Fail: 0-59 points
grade 1: 60 – 88 points
grade 2: 89 – 116 points
grade 3: 117 – 144 points
grade 4: 145 – 172 points
grade 5: 173 – 200 points.

Hylätty (0)

0-59 points.

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

Arviointikriteerit, tyydyttävä (1-2)

Grade 1: 60-88 points

Grade 2: 89-116 points

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

Arviointikriteerit, hyvä (3-4)

Grade 3: 117-144 points

Grade 4: 145-172 points

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

Arviointikriteerit, kiitettävä (5)

Grade 5: 173-200 points

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

Esitietovaatimukset

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

Lisätiedot

Course material and assignments are in It´s Learning