Technical Sales and Bidding (3 cr)
Code: II10025-3002
General information
- Enrollment
- 01.04.2024 - 30.04.2024
- Registration for the implementation has ended.
- Timing
- 27.08.2024 - 09.10.2024
- Implementation has ended.
- Number of ECTS credits allocated
- 3 cr
- Local portion
- 3 cr
- Mode of delivery
- Contact learning
- 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
- Course
- II10025
Evaluation scale
H-5
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