Author Archives Thomas Rohr

AASE launches Education programme Certification

21. September 2021
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Sales Engineers play an important role in companies. They are the interface with the professional customer; their ability to sell technical products or services is key for their success.

Selling technical products or services needs various, pluri-disciplinary competencies from domains such as Science & Technology, Sales & Marketing, or Management, as well as many soft skills.

AASE promotes Sales Engineering studies that include all these fields and best train students for their future job. AASE now launches Education Programme Certification for initial Sales Engineering studies that satisfy the criteria set to ensure high quality education in line with industrial needs. The certification bases on the minimum standards developed by AASE in the past.

Two study programmes already successfully finished the certification process and are allowed to use the title ‘Certified Education Partner for Sales Engineering (AASE)’:

  • “B.Eng. in Industrial Management Engineering, Sales” from Turku University of Applied Sciences        
  • “B.Eng in International Technical Sales Engineering/Internationales Technisches Vertriebsmanagement” from Technische Hochschule Aschaffenburg.

Study programme responsible aiming at getting their study programme certified can now apply for the AASE Education Programme Certification. Further information about the process and requested documents and information can be found in the certification section.     

Download the complete press release here.

AASE – Annual Assembly 2021

20. May 2021
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During the virtual AASE General Assembly on 12 May, the board of the AASE was reelected: Thomas Röhr from ESTA Belfort (France) will lead the board, whereas Timo Holopainen from UAS Turku (Finland) answers for finances, Thomas Berger from DHBW Stuttgart (Germany) is responsible for research and education, and Kati Lang from UAS Düsseldorf (Germany) is accountable for strategy and development.

Furthermore, the AASE general assembly decided to launch certifications for initial sales engineering study programmes based on AASE’s four educational pillars science/technology, sales/marketing, management, and personal skills, as well as the defined aminimum requirements. To enhance sales engineering education, it was determined to waive fees for applications submitted before December 2023.

As Thomas Röhr stated “this certification aims at increasing visibility and quality of sales engineering education”. On these grounds, AASE will follow its commitment to be the academic forum for technical sales education, research and projects in Europe.

New white paper on sales engineering from AASE member ESTA Belfort

29. November 2020
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On 26 November 2020, the new white paper on sales engineering was presented to the public with a panel discussion at ESTA Belfort.

Thierry Peugeot, until 2014 Chairman of the Supervisory Board of PSA Peugeot Citroën, and Vincent Sekula, Sales Manager EMEA at GE Renewable Energy and graduated from ESTA in 1992, discussed under the moderation of Guillaume Jehannin with ESTA Director Laure Viellard and Professors Grégory Kotnarowsky and Thomas Röhr.

AASE President Thomas Röhr was able to present the European dimension of sales engineering and the results achieved for teaching and research through the cooperation between AAASE members.

You can find the visualization of the film on the white paper, the replay of the discussion panel and the download link for the white paper here (unfortunately films and documents are only available in French).

Three new publications in Springer’s ‘Sales Excellence’ magazine

24. November 2020
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Three members of AASE contributed to November 2020 issue of Springer’s German ‘Sales Excellence’ magazine:

Ludger Schneider-Störmann from TH Aschaffenburg (Germany), together with Franky Muhamete, describes the opportunities for improved digital sales processes in the article ‘Use the opportunity for the turnaround to digital sales’:
Schneider-Störmann L., Muhamete F. (2020) Die Chance für die Wende zum digitalen Vertrieb nutzen. Sales Excellence, No 11.

Dominik Kagermann, AASE member Kati Lang and Angélique Roscher analyse how digitalised education can increase the learning outcomes and improve higher education:
Kagermann D., Lang K., Roscher A. (2020) Mehr Lernerfolg durch die Digitalisierung der Lehre. Sales Excellence, No 11.

And finally Luis Barrantes from Ruhr University of Bochum (Germany) dresses an image of sales engineering studies in Germany. Available in multiple universities and universities of applied sciences, sales engineering studies combine academic and practical exercises, ‘hard’ (technological) and ‘soft’ (marketing, sales, management) skills:
Vertriebsingenieur studieren. Sales Excellence, No 11.