Selling ICT solutionsLaajuus (5 cr)

Learning objectives

Student
- learns the solution sales process through theory and practice
- learns techniques and negotiation skills required at different stages of sales process
- understands the challenges in diverse areas of IT solution sales
- becomes aware about his/her own skill profile and knowing where to learn more
- learn team working skills

Contents

- Selling and sales organizations
- Customer understanding
- Customer Value creation
- Solution sales process
- Tendering
- Solution Negotiations

The course is run by doing the learning tasks, no exam.
The evaluation also based on the participation in teamwork.
1. Activity on lessons 10 %
2. Individual and group assignments 40 %
3. Selling negotiation process 50 %

Lähtötaso ja sidonnaisuudet muihin opintojaksoihin

Tools in Sales and Service Business (environment), Orientation in ICT and Business, Business Operations.

Implementation methods, demonstration and Work&Study

The Learning Outcomes of this course can be achieved in the following ways:
a. Standard course: Contact lessons including activities on lessons, multi-dimensional learning (e.g. some part of the activities is done virtually at home) or an intensive course type of learning OR
b. Virtual, net-based learning based on assignments – limited number of seats available
c. Participation in a working life project or other project and some learning assignment depending on the type of project
d. Learning in your own work -“studyfication” . A plan required.

The course also includes the compulsory self-assessment.

Identification and Recognition of Prior Learning (RPL):
Students having previously acquired knowledge and/or skills relevant with the contents of course, it is possible to accomplish the course either fully or partially based on prior learning/experience. To know more, please contact the responsible teacher (see down here).

Assessment criteria - grade 1

(min. 40 % of the target level met)

Knowledge:
The student knows in some respects the steps of the solution sales process and the techniques used in the various phases.

Skills:
The student is able to partially exercise various techniques and tools at the various stages of the solution sales process and in group negotiations.

Competence:
The student participates less actively in group working. Low level of contribution on course.

Assessment criteria - grade 3

(min. 70 % of the target level met)

Knowledge:
The student knows the steps of the solution sales process and the techniques used in the various phases.

Skills:
The student is able to exercise various techniques and tools at the various stages of the solution sales process and in group negotiations.

Competence:
The student is actively involved in group working. She/he can work quite independently. Active participation in team work.

Assessment criteria - grade 5

(min. 90 % of the target level met)

Knowledge:
The student knows very well the steps of solution sales processes and the techniques used in the various phases.

Skills:
The student is able to exercise well various techniques and tools at the various stages of the solution sales process and in group negotiations.

Competence:
Extremely active participation in the team's work. Good ability to act independently. Innovativeness, positive attitude and compliance with schedules.

Assessment criteria, approved/failed

Min 80% of assignments submitted and approved

Learning materials

Primary sources:
Johnston, M. & Marshall, G. 2013. Contemporary Selling - Building relationships, Creating Value. Routledge.
Eades, K. & Touchstone, J. & Sullivan, T. 2005. Solution Selling Fieldbook. McGraw-Hill.
Eades, K. 2004. The New Solution Selling, The Revolutionary Sales Process That is Changing the Way People Sell. McGraw-Hill.

Other references:
Rackham, N. 2009. Spin Selling. Gower.
Rackham, N. 1996. The Spin Selling Fieldbook. McGraw-Hill.
Eades, K. & Sullivan, T. 2014. The Collaborative Sale.Wiley.
Handouts on lessons

Further information

Working life connections:
The sales cases on the course are based on actual biddings and sales projects and visitor lecture(s).

International dimension:
The course utilizes international sales and marketing material.