Electronic Component Sales Fundamentals

Course pathway

1. Buyer contextBuyer, EMS and distribution roles
2. Buyer contextReading a buyer's BOM and RFQ
3. RespondingComplete offers, partial quotes and revisions
4. RespondingAccurate supply-channel and evidence claims
5. Commercial workNegotiation, promises and order acknowledgement
6. Commercial workCustomer discovery and opportunity qualification
7. Commercial workResponsible follow-up and account development
8. FulfilmentDelivery communication, discrepancies and after-sales handling
9. PracticeRepair an incomplete quotation
10. PracticeCustomer clarification role-play
11. AssessmentSupplier-response capstone
12. AssessmentComponent sales final assessment

Completion requirements

Complete every reading and practice activity, score at least 80% on the final assessment and at least 80% on the capstone rubric with every critical requirement met. A human reviewer assesses the capstone; a reviewer cannot grade their own submission.

Final attempts last two hours. Retakes are free and unlimited, with a 10-minute review interval after submission. Capstones can be revised after feedback. Review timing depends on reviewer availability.

Capstone rubric

• Requirement and evidence record: 20 points. Preserve exact identifiers, quantities, dates and evidence; label unknowns.
• Reasoning and comparison: 20 points. Use a declared basis, correct calculations and relevant evidence.
• Risk and clarification plan: 20 points. Identify material gaps, next actions, named owners and dependencies.
• Approval and communication: 20 points. Keep technical and commercial approval responsibilities explicit.
• Decision record: 20 points. Explain the provisional decision, version, limitations and evidence needed to close it.