Sales of Technical Products and Systems

11B0414

Bachelor

German

5.0

irregular

1 semester

Students gain insights and basic knowledge about the field of technical sales. They improve their social and methodological skills: presenting, giving/taking feedback, brainstorming.

1. basics

2. marketing

3. sales

4. sales methods

5. law in sales

6. soft skills

The total workload for the module is 150 hours (see also "ECTS credit points and grading").

• Written examination and Oral presentation, with written elaboration

Presentation + written exam, both parts of the exam are weighted 50%, each and must be passed.

Presentation: ca 5-10 pages, 20 min

exam: see current study regulations

Preceding modules in which basic knowledge and communication skills in the respective subject area are promoted.

Students will be able to classify the main sub-areas of sales and their underlying scientific approaches in a technical context. 

Students who have successfully completed this module have basic knowledge in the field of "Technical Sales" and can explain possible applications.

Students will be able to reflect on sales methods and concepts with reference to existing technical requirements and conditions.

After successfully completing this module, students apply methods typical of the profession: Recognizing requirements and needs, product selection, pricing, formulating an offer, concluding a contract.

After passing, students can present themselves / their company / their project / a product, give and receive feedback. They know questioning techniques for conducting discussions and can choose an influencing style appropriate to the situation. They will be able to plausibly explain that working in partnership often leads to an intensive exchange with customers.

• Thiesing, Frank

• Gerweler, Günter