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Technical Sales and Bidding (3 cr)

Code: II10025-3001

General information


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

  • IINS22
    Bachelor 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