Technical Sales and DistributionLaajuus (3 op)

Osaamistavoitteet

After successfully completing this module, students will have gained in-depth insight and practical experience in selected areas of technical sales and distribution, e.g. international & cross-cultural aspects of technical sales and distribution, impacts of digitalization, negotiation skills.
They will be familiar with effective meeting strategies and have improved their communication skills in sales situations.
Students will understand and be able to explain complex business contexts.

Sisältö

- Basics of technical sales and distribution (repetition)
- Internationalization strategies and cultural differences
- Personal appearance and skills in sales situations (meetings, product presentations, argumentation, negotiations etc.)
- Impacts of digitalization (e.g. aspects of social media in B2B-markets)
- Product management
- Case studies

Esitietovaatimukset

- Basic knowledge in economics, marketing, sales and procurement.
- Advanced English.
- Scientific writing (for analysis and critical evaluation of situation and statements as well as structured presentation of results)
- Most important: being open minded, critical and eager to work on (probably) unfamiliar topics.

Arviointikriteerit, tyydyttävä (1)

Approved if the participant worked on, participated in and presented results of every case study/project

Arviointikriteerit, hyvä (3)

See above

Arviointikriteerit, kiitettävä (5)

See above

Arviointikriteeri, hyväksytty/hylätty

Approved if the participant worked on, participated in and presented results of every case study/project