Study Guide

Learning objectives

A student gains a practical experience about a sales management process on a technological company. A student understands the importance of customer relationship management in doing business between technology companies. She/he will get familiar with an industrial service business, industrial services product development, service process and data management.

A student learns customer service and personal selling process and the role of sales management in technology business in selling technical products or services.

Content

Customer relationship management, sales planning and management, personal selling techniques, and sales tools.
Industrial service business, industrial service product development, service process and data management.

Prerequisites

Basics of marketing

Materials

Material and links in Moodle.
Head, Tabetha: Customer Experience Management. World Technologies 2012. eISBN-13: 9788132341185 eISBN-10: 813234118X
Buttle, Francis: Customer relationship management: concepts and technologies. Elsevier 2009.

Qualifications

Basics of marketing