Technical Sales and BiddingLaajuus (3 cr)
Code: II10025
Credits
3 op
Teaching language
- English
Responsible person
- Varpumaria Jeskanen
Objective
You understand relevance of good sales work for customers and companies. You understand meaning of social and interaction skills for sales work and you are able to apply them successfully in customer interaction. You understand the sales process and you can create an offer for a customer tender request. You are able to negotiate with the customer and guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Enrollment
01.04.2024 - 30.04.2024
Timing
27.08.2024 - 09.10.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Bachelor of Engineering, Industrial Management
Campus
Wärtsilä Campus Karjalankatu 3
Teaching languages
- English
Seats
20 - 40
Degree programmes
- Degree Programme in Industrial Management
Teachers
- Hamid El Ouatki
- Heidi Vartiainen
- Varpumaria Jeskanen
Teacher in charge
Varpumaria Jeskanen
Groups
-
IINS23Bachelor of Engineering, Industrial Management, Full-time Studies, Fall, 2023
Objective
You understand relevance of good sales work for customers and companies. You understand meaning of social and interaction skills for sales work and you are able to apply them successfully in customer interaction. You understand the sales process and you can create an offer for a customer tender request. You are able to negotiate with the customer and guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Materials
The course book is
Lyly-Yrjänäinen, J., Mahlamäki, T., Rintamäki, T., Saarijärvi, H., Tiitola, V. & Technology Industries of Finland. 2018. Sales in technology-driven industries. Helsinki: Teknologiainfo Teknova Oy.
Teaching methods
Business to business selling in practice through
- Professional sales techniques and skills
- b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Evaluation scale
H-5
Enrollment
01.04.2023 - 29.08.2023
Timing
29.08.2023 - 12.10.2023
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Bachelor of Engineering, Industrial Management
Campus
Wärtsilä Campus Karjalankatu 3
Teaching languages
- English
Seats
20 - 50
Degree programmes
- Degree Programme in Industrial Management
Teachers
- Hamid El Ouatki
- Heidi Vartiainen
- Varpumaria Jeskanen
Teacher in charge
Varpumaria Jeskanen
Groups
-
IINS22Bachelor of Engineering, Industrial Management, Full-time Studies, Fall, 2022
Objective
You understand relevance of good sales work for customers and companies. You understand meaning of social and interaction skills for sales work and you are able to apply them successfully in customer interaction. You understand the sales process and you can create an offer for a customer tender request. You are able to negotiate with the customer and guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Teaching methods
You understand relevance of good sales work for customers and companies. You understand meaning of social and interaction skills for sales work and you are able to apply them successfully in customer interaction. You understand the sales process and you can create an offer for a customer tender request. You are able to negotiate with the customer and guide the sales negotiations towards win-win situation.
Evaluation scale
H-5