Technical Sales and Bidding (3 op)
Toteutuksen tunnus: II10025-3002
Toteutuksen perustiedot
- Ilmoittautumisaika
- 01.04.2024 - 30.04.2024
- Ilmoittautuminen toteutukselle on päättynyt.
- Ajoitus
- 27.08.2024 - 09.10.2024
- Toteutus on päättynyt.
- Opintopistemäärä
- 3 op
- Lähiosuus
- 3 op
- Toteutustapa
- Lähiopetus
- Yksikkö
- Insinöörikoulutus / Bachelor of Engineering, Industrial Management (II)
- Toimipiste
- Wärtsilä-kampus Karjalankatu 3 (WÄR)
- Opetuskielet
- englanti
- Paikat
- 20 - 40
- Koulutus
- Degree Programme in Industrial Management
- Opettajat
- Hamid El Ouatki
- Heidi Vartiainen
- Varpumaria Jeskanen
- Vastuuopettaja
- Varpumaria Jeskanen
- Ryhmät
-
IINS23Insinööri (AMK), Industrial Management, päivä, syksy, 2023
- Opintojakso
- II10025
Arviointiasteikko
H-5
Tavoitteet
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.
Sisältö
- 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
Oppimateriaalit
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.
Opetusmenetelmät
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