Technical Sales
Technical Sales is a series of 10 lectures that examine the special features of technical sales in sales value chains, and as part of a company’s business operations, applying sales and sales management tools and methods.
The course provides an overview of the stages of a sales meeting in different sales processes. Sales interaction is practiced with a focus on solution-based sales needs assessment, handling objections, and closing the deal.
During the lecture series, case studies are used to explore the role of technical sales in customer interfaces and companies. Practical sales skills are practiced with the support of applied theory through negotiation exercises and sales tasks.
To whom
- Companies that feel the need to strengthen their technical sales expertise as part of their business operations.
- Universities and higher education institutions.
- The lecture series can be delivered in either Finnish or English.
Price
10 600 €. Solutions tailored and priced according to the customer’s needs are also available.
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Experts behind the services
The three focus areas of the Sales and B2B research group are sales and negotiation competencies, business development, and digital sales and purchasing experience. Our goal is to increase the profitability of B2B companies.
The course included a variety of learning methods: theory, exercises and assignments. I also liked the fact that it was very participative.” – Participant 2025
“The course practiced negotiation situations and how to prepare for them in practice. I liked the presentation situations and the interaction with the lecturer. I found that these gave me more confidence in presenting and in being able to answer questions spontaneously.” – Participant 2024
Digital Transformation of B2B Sales: Changes in customer relationships
Sales is the interface between the customer and the supplier company. Sales is responsible for analyzing customer needs, deriving suitable value propositions, the actual selling of products, and the strategic alignment of sales activities. The shift from traditional relationships to digital relationships is enabled via touchpoints along the customer journey.