The assignments are done in teams, they are related to the buying and sales process. How to prepare for sales negotiations. The main assignments are two sales negotiation meetings where the sales team collects customer requirements and negotiates the solution selling.
Teaching is based on lectures and practical teamwork. The teacher will give theory lectures and give guidance to teamwork where theory will be used in practical assignments. During the course, we will have two sales meetings where students act as a sales team and two meetings where students act as a purchase team.
Visiting speaker that is working in ICT sales
Pasila Campus
This course has no exam.
English
Course is conducted in English
13.01.2025 - 16.05.2025
Learn, how to create a professional Request for Proposal (RfP) Learn how to lead a sales negotiation meeting Learn to make a company presentation Learn to evaluate solution offer Learn methods to collect customer requirements Learn to calculate ICT project costs and solution pricing Learn to prepare and present a compelling offer with a schedule and a value proposition
02.01.2025 - 10.01.2025
The first lecture will be on Thursday the 22nd of August and the last is on the 12th of December.
RPL
Seppo Karisto
15 - 40
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 can 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. Innovative, positive attitude and compliance with schedules.
3 - The student knows the steps of the solution sales process and the techniques used in the various phases.
Skills:
The student can 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 work. She/he can work quite independently. Active participation in teamwork.
1- 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 can partially exercise various techniques and tools at the various stages of the solution sales process and in group negotiations.
ITBBA Business Information Technology
0.00 cr
0.00 cr
H-5
No ongoing implementations yet.
The assignments are done in teams, they are related to the buying and sales process. How to prepare for sales negotiations. The main assignments are two sales negotiation meetings where the sales team collects customer requirements and negotiates the solution selling.
Teaching is based on lectures and practical teamwork. The teacher will give theory lectures and give guidance to teamwork where theory will be used in practical assignments. During the course, we will have two sales meetings where students act as a sales team and two meetings where students act as a purchase team.
Visiting speaker that is working in ICT sales
Pasila Campus
This course has no exam.
English
Course is conducted in English
19.08.2024 - 13.12.2024
Learn, how to create a professional Request for Proposal (RfP) Learn how to lead a sales negotiation meeting Learn to make a company presentation Learn to evaluate solution offer Learn methods to collect customer requirements Learn to calculate ICT project costs and solution pricing Learn to prepare and present a compelling offer with a schedule and a value proposition
03.06.2024 - 16.08.2024
The first lecture will be on Thursday the 22nd of August and the last is on the 12th of December.
RPL
Seppo Karisto
15 - 40
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 can 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. Innovative, positive attitude and compliance with schedules.
3 - The student knows the steps of the solution sales process and the techniques used in the various phases.
Skills:
The student can 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 work. She/he can work quite independently. Active participation in teamwork.
1- 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 can partially exercise various techniques and tools at the various stages of the solution sales process and in group negotiations.
ITBBA Business Information Technology
0.00 cr
0.00 cr
H-5