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Sales Competition as Education Method – The Case of the European Sales Engineering Team Competition

  • Timo HolopainenEmail author
  • Thomas Röhr
  • Mikael Tómasson
  • Marion Murzin
  • Maha Ben-Amor
Conference paper
Part of the Advances in Intelligent Systems and Computing book series (AISC, volume 783)

Abstract

Sales competitions are an interesting education method to train negotiation and sales skills of students. Different European sales competitions exist on European and national level, where the competitor must sell a standard product to a buyer in a given lapse of time. These competitions do not well correspond to the sales process for technically complex products or services sales engineers are used to. Therefore, the Academic Association of Sales Engineering AASE developed the European Sales Engineering Team Competition ESETC, where international teams of students compete in a 4-step approach including two written and two oral stages. This article presents the genesis of ESETC and compares this innovative team competition with existing European sales competitions.

Keywords

Sales engineer Curricula Education Sales competition ASE 

Notes

Acknowledgements

Authors would like to thank AASE for supporting the development and the realization of the European Sales Engineering Team Competition ESETC.

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Copyright information

© Springer International Publishing AG, part of Springer Nature 2019

Authors and Affiliations

  • Timo Holopainen
    • 1
    Email author
  • Thomas Röhr
    • 2
  • Mikael Tómasson
    • 3
  • Marion Murzin
    • 4
  • Maha Ben-Amor
    • 4
  1. 1.Turku University of Applied SciencesTurkuFinland
  2. 2.ESTA School of Business and EngineeringBelfortFrance
  3. 3.Aalto UniversityHelsinkiFinland
  4. 4.Hochschule KarlsruheKarlsruheGermany

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