Technical Sales: Further Training Course (5 cr)

Objective

The student
• understands the levels and techniques of customer relationship management
• can plan and execute an effective customer account meeting
• is able to crystallize the message into an elevator speech
• understands the contents of the modern sales concept and playbook
• understands the interfaces of sales and marketing and can operate in sales and marketing teams
• understands the importance of self management principles and is able to find ways of implementing them
• is familiar with sales performance management and measurement principles
• has adopted skills for strenghtening practical sales operations and its various processes

Content

• Customer segmentation and care models
• Customer account management, planning and annual calendar
• Asessing the maturity of the customer account and related techniques
• Executing a customer account meeting
• The structure of the modern sales concept and contents of the playbook
• Leading a sales team
• Sales performance management
• Self management and time management
• Building an elevator pitch
• AI in sales operations
• ”Why” -questions and their significance in sales
• Measuring modern sales operations

Evaluation scale

0-5

Assessment criteria, approved/failed

Accepted

The student has carefully watched all the provided videos and successfully done the corresponding tasks. In addition, she/he has utilized other materials according to the instructions and searched for them proactively, completed the applied tasks and the final task. The student has achieved the course goals concerning the key contents very well. She/he masters the key concepts, models and tools and has reached a good ability to apply the learning in practice.

Not accepted

The student has not met the “accepted” -criteria, there are gaps in the mastery of key concepts and the tasks are not all completed as instructed or are below the required level.

Qualifications

“Technical sales” 5 ECTS (TX00CN65) or “Succeed in Modern B2B Selling” (XX00FJ44) 5 ECTS or corresponding knowledge and skills.

Further information

The study course is conducted in Metropolia’s Moodle Learning Platform (course management system). In Finnish.

Recommended optional programme components

It is advisable to attend (in Myyrmäki Campus) the course TX00DW43” Technical sales advanced studies” 5 ECTS to go along with this course. Both courses are conducted in Finnish.