Technical Sales and Bidding (3 cr)
Code: II10025-3003
General information
- Enrollment
- 01.04.2025 - 30.04.2025
- Registration for the implementation has ended.
- Timing
- 01.09.2025 - 07.10.2025
- The implementation has not yet started.
- 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
-
IINS24Bachelor of Engineering, Industrial Management, Full-time Studies, Fall, 2024
- 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
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.
- 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
You need to have Marketing studies (II10020 Marketing (3 op) or for exchange students equivalent course) completed before entering to this course.