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Solution Selling in the Technology Industry (5 cr)

Code: 3H00HK17-3001

General information


Enrolment period
02.06.2025 - 31.08.2025
Registration for the implementation has begun.
Timing
08.09.2025 - 14.12.2025
The implementation has not yet started.
Credits
5 cr
Mode of delivery
Contact learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
Finnish
Teachers
Heikki Yli-Rämi
Teppo Yrjönkoski
Minna Heikinheimo
Person in charge
Minna Heikinheimo
Tags
BLENDED
Course
3H00HK17

Objectives (course unit)

The Student
- understands the operating environment of technical solution selling, its various actors, and specific characteristics
- identifies different roles related to technical sales and sales support
– understands the sales process in technical solution selling, including key concepts and the evolving customer purchasing process
– understands the multichannel nature of modern sales, as well as key tools and platforms
– understands the significance of sustainability in the field of technical solution selling
– is capable of professional basic communication in a sales context

Content (course unit)

- The operating environment of technical solution selling
- Processes and key concepts of solution selling and procurement
- Digitalization in technical solution selling
- Professional expert communication in sales

Assessment criteria, satisfactory (1-2) (course unit)

The student knows the basic concepts related to technical solution selling. The student knows the operating environment and the main features of the sales process in technical solution selling and is able to identify its key actors. The student knows the fundamentals of the role of digitalization as part of solution selling. The student is familiar with the basic principles of professional sales communication.

Assessment criteria, good (3-4) (course unit)

The student is familiar with the basic concepts and key practices related to technical solution selling. The student is able to identify and describe the operating environment of technical solution selling, its actors, and specific characteristics. The student understands the benefits of digitalization as part of solution selling. The student is familiar with the basic principles of professional sales communication and is able to apply them in own work.

Assessment criteria, excellent (5) (course unit)

The student is able to apply key concepts and practices related to solution selling at a practical level. The student has a good command of the operating environment, sales process, actors, and specific characteristics of technical solution selling, and is able to analyze the sales environment accordingly. The student understands the benefits and challenges of digitalization as part of solution selling and is able to apply this understanding in a practical context. The student is able to apply the tools of professional sales communication in a flexible and versatile manner, depending on the situation.

Assessment scale

0-5

Teaching methods

Blended (sekä lähi-, että etäopetusta) opettajien johdolla
• Luennot ja tuntiharjoitukset
• Palautettavat välitehtävät opetuskerroille ja lopputehtävä ryhmissä
• Vierasluennoitsijoita
• Itsenäinen ja ryhmätyöskentely
• Kirjalliseen aineistoon ja luentomateriaaleihin perehtyminen

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