Solution Sales

Learning objectives

After having completed this course or attained an equivalent competence level, the student is able to:
• independently lead goal oriented sales discussions and negotiations on professional level
• define the theoretical framework of solution sales and B2B buying in demanding sales situations
• demonstrate their level of skills and knowledge in personal sales skills in practice
• analyze the negotiations and participate in negotiations as a sales person and the buyer
• get prepared to negotiations and act target oriented according to a given process.
• prepare various selling material based on customer needs, including an offer
• grasp the right strategies for speed selling and formulate and deliver effective sales pitch
• analyze sales and business strategies through case exercises

During this course solution sales and B2B buying is studied via various learning assignments:

1) Sales Role Play including all different stages of a sales interaction from opening to closing
2) Case exercises
3) Speed Selling

The course serves as a coaching venue for ICSC sales competition held in Florida and includes selection process for the participants.

Starting level and linkage with other courses

It is required to study the "B2B Sales Skills" course prior to "Solution Sales" or otherwise acquire the knowledge provided in the course.

Implementation methods, demonstration and Work&Study

The course contains contact lessons as well as independent study.

Demonstration (RPL): If you already have command of the course contents, you can demonstrate your competence. Ask the course teacher for more information. For more information on Recognition of Prior Learning: https://www.haaga-helia.fi/en/recognition-learning

Assessment criteria - grade 1

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed.

• You identify the theoretical framework of solution sales and B2B buying.
• You participate negotiations as a sales person and the buyer
• You know how to prepare for negotiations and acts result-oriented according to the given process.
• You know how to prepare various sales materials, including an offer, based on customers needs.

Assessment criteria - grade 3

• You understand the theoretical framework of solution sales and B2B buying.
• You can bring up new insights when participating negotiations as a sales person and buyer
• You can bring up own insights when getting prepared for negotiations and acts result-oriented according to the given process.
• You know how to prepare various sales materials, including an offer and a sales pitch based on customers needs.
• You can analyze the negotiations and business cases

Assessment criteria - grade 5

• You can utilize the theoretical framework of solution sales and B2B buying in negotiations and when preparing for those.
• You can bring up new insights that bring value to your counterpart when participating negotiations as a sales person and buyer
• You can bring up own insights that bring value to your counterpart when getting prepared for negotiations and acts result-oriented according to the given process.
• You are able to analyze and break business case studies
• You know how to effectively prepare various impactful sales materials, including an offer and a sales pitch based on customers needs.
• You can analyze the negotiations and utilize the key takeaways in your own activity.