Enhanced Higher Education - Industry Cooperation Improving Work Capabilities of Sales Engineering Graduates

  • Ludger Schneider-StörmannEmail author
  • Thomas Röhr
  • Rauni Jaskari
  • Timo Holopainen
  • Tero Reunanen
Conference paper
Part of the Advances in Intelligent Systems and Computing book series (AISC, volume 961)


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.


Higher education University-industry cooperation AASE Dual degree study program Sales engineering Blue Industry Erasmus+ 



The authors would like to thank the European Union and the Erasmus+ program for financial support to the RADICAL project. Also, the authors would like to thank the Academic Association of Sales Engineering AASE for enabling this cooperation.


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Copyright information

© Springer Nature Switzerland AG 2020

Authors and Affiliations

  • Ludger Schneider-Störmann
    • 1
    Email author
  • Thomas Röhr
    • 2
  • Rauni Jaskari
    • 3
  • Timo Holopainen
    • 3
  • Tero Reunanen
    • 3
  1. 1.TH Aschaffenburg, University of Applied SciencesAschaffenburgGermany
  2. 2.ESTA School of Business & TechnologyBelfortFrance
  3. 3.Turku University of Applied SciencesTurkuFinland

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