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TU-E4090 - Managing Innovative Sales, exercises, 26.11.2018-07.12.2018

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Syllabus

General

  • General

    General

    Welcome to our course (Sales in practice) on November 26-28.

     

    Our schedule will be

    Monday 26.11. @ 9-12 training @ Aalto (TUAS Library)

    Monday 26.11. @ 13-17 field experiment

     

    Tuesday 27.11. @ 9-12 training @ Aalto (TUAS Library)

    Tuesday 27.11. @ 13-17 field experiment

     

    Wednesday 28.11. @ 9-11 field experiment

    Wednesday 28.11. @ 12-16 training @ Aalto (TUAS Library)

     

    Field Experiment guidelines:

    • You can do your field training in advance but best is if you can set up your buying/sales meeting for the field experiment times above
    • Select a company to experiment buying from. The company should sell complex solutions. Below are some examples of these types of companies.
      • Edutech companies (for Aalto / AVP use)
      • Marketing automation companies (for your venture use)
      • MaaS (DriveNow, K-Caara, Whim, ...) (for your own / company use)
    • Approach your selected company as if you were buying goods from them
      • Educate yourself of what they sell as well as possible
      • Prepare yourself as a buyer
    • Conduct vendor meeting (buying)
      • Make notes in the meeting for your information
      • Approach them actively multichannel
      • try to find out how the selling works “under the hood”
    • Report how the meeting went from the seller side
      • How engaging was their opening?
      • Did they ask you the right types of questions?
      • How did they react to your objections?
      • What went well?
      • What should they improve on?
      • report the use of sales technology (webinars, configurators, calculators, etc)
    • In class, you will pitch and role play how your competing company will do the sales better 

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  • Schools
    • School of Arts, Design, and Architecture (ARTS)
    • School of Business (BIZ)
    • School of Chemical Engineering (CHEM)
    • –sGuides for students (CHEM)
    • – Instructions for report writing (CHEM)
    • School of Electrical Engineering (ELEC)
    • School of Engineering (ENG)
    • School of Science (SCI)
    • Language Centre
    • Open University
    • Library
    • Aalto university pedagogical training program
    • UNI (exams)
    • Sandbox
  • CORONAVIRUS INFO
    • Koronavirus - tietoa opiskelijalle
    • Coronavirus - information for students
    • Coronavirus - information för studerande
    • Koronaviruksen vaikutus opiskeluun: kysymyksiä ja vastauksia
    • Effects of the coronavirus on studies: questions and answers
    • Coronaviruset och studierna: frågor och svar
    • Corona help for teachers
  • Service Links
    • MyCourses
    • - Instructions for Teachers
    • - Teacher book your online session with a specialist
    • - Digital tools for teaching
    • - Personal data protection instructions for teachers
    • - Instructions for Students
    • - Workspace for thesis supervision
    • WebOodi
    • Into portal for students
    • Courses.aalto.fi
    • Library Services
    • - Resourcesguides
    • - Imagoa / Open science and images
    • IT Services
    • Campus maps
    • - Search spaces and see opening hours
    • Restaurants in Otaniemi
    • ASU Aalto Student Union
    • Aalto Marketplace
  • ALLWELL?
    • Study Skills
    • Support for Studying
    • Starting Point of Wellbeing
    • About AllWell? study well-being questionnaire
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