Selling ICT Solutions - ICB006AS3AE - Opinto-opas

Selling ICT Solutions, 5 cr - ICB006AS3AE

Upcoming implementations

Selling ICT Solutions ICB006AS3AE-3001 19.08.2024-13.12.2024 5 op (ITE5PAICB1, ...) +-
Learning material and recommended literature

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

Campus

Pasila Campus

Teaching language

English

Timing

19.08.2024 - 13.12.2024
Groups
- ITE5PAICB1
- CONTACT
- 3AMK
- EXCH
Teachers

Seppo Karisto, Terhi Pio

Seats

15 - 40

Degree Programme

ITBBA Business Information Technology

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
Selling ICT Solutions ICB006AS3AE-3002 13.01.2025-16.05.2025 5 op (ITE5PAICB1, ...) +-
Learning material and recommended literature

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

Campus

Pasila Campus

Teaching language

English

Timing

13.01.2025 - 16.05.2025
Groups
- ITE5PAICB1
- CONTACT
- EXCH
Teachers

Seppo Karisto

Seats

15 - 40

Degree Programme

ITBBA Business Information Technology

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5

Current implementations

No ongoing implementations yet.

Past implementations

No past implementations yet.

- 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

- 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 % (period 1 or 4)
3. Sales negotiation material, 20 % (period 2 or 5)
4. Selling negotiation process 30 % (period 2 or 5)

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).

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

Learn how complex ICT projects are sold. Get an understanding on selling solutions and understanding how to calculate price and justify the price. Understand why it is important to understand customers' requirements and their business needs. Get an understanding about both buying and sales processes.Selling happens in team, what expertise and skills are needed and which role you could have in sales.

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.

ENT001HH1AE Entrepreneurship and Business Operations
ICB001IT1AE Introduction to Business Driven ICT

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.

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.

(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.

Min. 80% assignments submitted and approved