Selling ICT SolutionsLaajuus (5 cr)

Learning objectives

- 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
- learn different roles through sales process

Contents

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

Starting level and linkage with other courses

ENT001HH1AE Entrepreneurship and Business Operations
ICB001IT1AE Introduction to Business Driven ICT
SAL001HH1AE Customer Experience and Sales

Implementation methods, demonstration and Work&Study

The Learning Outcomes of this course can be achieved in the following way:
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

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

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.

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

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
MIn. 50 participation on lectures (participation on sales meetings/

Learning materials

Materials will be shared by the respective teacher

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.