Business Transformation and Innovation Management
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Sales engineers (SE) sell technical products and services to companies,
and their results are crucial for their employers. They need technical
knowledge and commercial competencies, but also management and soft skills,
all fundamental for SE to be highly performant in their job. Students cannot
learn this variety neither at university nor in industry alone. Instead, cooperation
is required. Whereas academic-industrial cooperation for research or specific
study programs is discussed in literature, this is not yet the case for enhanced
industrial involvement in students’ education. The authors present two case
studies of industrial implication in students’ education in Germany and France
as benchmark and basis for a new approach of academic-industrial cooperation
in education in Finland. This cooperation is developed in the frame of the
project ‘RADICAL - Filling Skills Gaps in Blue Industry by Radical Competence
Boost in Engineering VET’, co-funded by the Erasmus+ program of the
European Union.
The rapidly growing maritime industry of Southwestern Finland is suffering from lack of engineers.
Industrial Management Engineers including Sales Engineers have technical knowledge and commercial
competencies as well as management and soft skills, which are all fundamental for the maritime sector.
However, it takes rather long time before a graduated engineer will be a productive worker for the
company. A solution to getting the students faster operational into the companies is to deepen cooperation
between higher education and industry during the studies and increase workplace based learning following
the examples available in e.g. Germany and France. The authors present a new approach of academicindustrial
cooperation in education in Finland which is developed in the frame of the project ‘RADICAL -
Filling Skills Gaps in Blue Industry by Radical Competence Boost in Engineering VET (VET: Vocational
Education and Training)’, co-funded by the Erasmus + program of the European Union.
Today, buying and selling in B2B needs improved methods. A classical approach is to analyse the so called “Buying Centre”. This article shows an improved, more comprehensive approach to be better prepared ahead of a negotiation. This is seen from the sales engineer’s viewpoint and should be a helpful tool for anyone involved in sales. In the first paragraph, this article briefly describes the sales/buying process, showing what is happening in the supplying company. Part of
the preparation of a sales person is to identify the player in the buying centre. The meaning of these players is described in Section 2. Section 3 of this article focuses on the lack of information if only the buying centre is analysed and gives examples. The 4th section shows the method of improved analysis of negotiation preparation.
Der unentbehrliche Leitfaden für den Technischen Vertrieb
Hochpreisige technische Produkte zu verkaufen erfordert besonderes Wissen. Sie müssen dem Kunden genau das anbieten, was er haben will und was er braucht. Der Preis darf nicht zu hoch sein, die Lieferzeit nicht zu lange. Auf der anderen Seite muss es für Sie ein gutes Geschäft sein. So etwas funktioniert nur, wenn man die rein vertriebliche Sicht durch eine ingenieurtechnische Perspektive ergänzt. In diesem Buch erfahren Sie:
- was ein(e) Vertriebsingenieur(in) können muss
- wie Zielkonflikte strategisch und taktisch gelöst werden können
- wie Verhandlungsprozesse durch neue Medien und Technologien verändert werden
- wie entscheidend die Systemtheorie der Technik für Ihren Erfolg im Technischen Vertrieb ist und
- wie Sie erprobte Methoden effizient kombinieren und einsetzen, sei es QFD oder das Kano-Modell.
Dieses Buch unterstützt Sie darin, systematisch die technischen Produktmerkmale herauszuarbeiten, die Ihre Kunden begeistern und Bereitschaft wecken, für diesen Mehrwert auch einen höheren Preis zu akzeptieren.