Sales in Technology-Driven Industries, Intermediate Studies as Elective Studies, 20 cr

Type of the study module

Intermediate Studies

Contact

Jouni Lyly-Yrjänäinen

Learning Outcomes

- The minor introduces students to international B2B business environment with the main emphasis on sales processes, management of customer relations and development of new accounts in technology-driven industries. A special emphasis is on managing sales through dealer networks, as strategy common to finnish manufacturing companies. The minor highlights the importance of engineering expertise in the process of creating customer value and communicating it to the customers.

After completing the minor, a student is able to explain the special characteristics of B2B business environment and outline how sales transactions are executed in that context focusing on both repetitive purchases and new customer aquisition. The student is also able to illustrate the benefits of using intermediaries in the sales channel and outline good management practices for motivate these intermediaries. The student is able to use his/her engineering background to communicate with both new and existing business partners in a professional manner and also interpret cultural differences in the negotiation processes.

Furthermore, the student is financially literate to evaluate leads and potential dealer candidates as well as recognize risks with existing customers and distribution partners. The student recognises the importance of selling customer benefits, possibly even quantifiable in monetary terms and is able to recall examples of how to sell customer value and, to some extent, even create simple analyses needed for good, quantifiable value propositions. The student is also able to analyse industry-specific differences in sales processes to be able to adapt to the practices characteristic to each industry and understand the business-related reasons explaining these characteristics.

Content

Compulsory courses

The course TTA-11017 Basics of Industrial Management is not required from students who are completing the course or its Finnish equivalent (Teollisuustalouden perusteet) as an obligatory part of their Bachelor's or Master's degree.

Course Credit points Class
TTA-11017 Basics of Industrial Management 5 cr II  
TTA-15077 Managing Operative Sales 5 cr II  
TTA-55076 Strategic Account and Distributor Management 5 cr II  
Total 15 cr  

Complementary Courses

Should be completed to the minimum study module extent of 20 ETCS

Course Credit points Class
TLO-25468 Sustainable Logistics and Global Distribution 5 cr II  
TTA-15087 Managerial Finance for Sales and Sourcing 5 cr II  
TTA-15216 Sales Work in Different Industries 5 cr II  

Additional information

The minor is aimed for both Finnish and international students on both Bachelor's and Master's levels.

Opintokokonaisuus voidaan suorittaa vain sivuaineena (ei teknisenä).

Only intended as a minor

Updated by: Vartiala Ulla, 08.03.2019