Selling ICT solutions - SAL1TF002 - Opinto-opas

Selling ICT solutions, 5 cr - SAL1TF002

Upcoming implementations

No upcoming implementations yet.

Current implementations

Selling ICT solutions SAL1TF002-3012 15.01.2024-17.05.2024 5 op (TF5DIG, ...) +-
Campus

Pasila Campus

Teaching language

English

Timing

15.01.2024 - 17.05.2024

Enrollment

02.01.2024 - 12.01.2024
Groups
- TF5DIG
- CONTACT
- EXCH
- TF5SWD
Teachers

Seppo Karisto, Sari Mattsson

Seats

15 - 40

Degree Programme

BITE Degree Programme in Business Information Technology

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5

Past implementations

Selling ICT solutions SAL1TF002-3011 21.08.2023-15.12.2023 5 op (TF7SWD, ...) +-
Teaching methods and instruction

Teaching is based on lectures and practical team work. Teacher will give theory lectures and give guidance to team work where theory will be used in practical assignments. During the course we will have two sales meetings where students act as sales team and two meetings where students act as a purchase team.

Learning material and recommended literature

Learning material is based to material (pp) provided by the teacher and and topical articles about sales. Visiting speaker will share his/her material.

Working life connections

Visiting speaker will give practical examples on complex solution sales and introduce his/her career path and experience. During the course students will also get an basic understanding on the leading sales tool, Salesforce.

Campus

Pasila Campus

Exam dates and re-exam possibilities

This course has no exam.

Teaching language

English

Timing

21.08.2023 - 15.12.2023

Learning assignments

The assignments are done in teams, they are related to buying and sales process. How to prepare for sales negotiations.Main assignments are two sales negotiation meeting where sales team collecting customer requirements and negotiate the solution selling.

Enrollment

12.06.2023 - 18.08.2023

Content scheduling

First lecture will be on Thursday the 25th of August and the last is on the 15th of December.
Groups
- TF7SWD
- TF6SWD
- TF7DIG
- CONTACT
- TF6DIG
- EXCH
Alternative learning methods

RPL

Teachers

Seppo Karisto, Sari Mattsson

Seats

15 - 40

Further information

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. 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 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.

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

Degree Programme

BITE Degree Programme in Business Information Technology

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
Selling ICT solutions SAL1TF002-3010 16.01.2023-19.05.2023 5 op (TF5DIG, ...) +-
Teaching methods and instruction

Teaching is based on lectures and practical team work. Teacher will give theory lectures and give guidance to team work where theory will be used in practical assignments. During the course we will have two sales meetings where students act as sales team and two meetings where students act as a purchase team.

Learning material and recommended literature

Learning material is based to material (pp) provided by the teacher and and topical articles about sales. Visiting speaker will share his/her material.

Working life connections

Visiting speaker will give practical examples on complex solution sales and introduce his/her career path and experience. During the course students will also get an basic understanding on the leading sales tool, Salesforce.

Campus

Pasila Campus

Exam dates and re-exam possibilities

This course has no exam.

Teaching language

English

Timing

16.01.2023 - 19.05.2023

Learning assignments

The assignments are done in teams, they are related to buying and sales process. How to prepare for sales negotiations.Main assignments are two sales negotiation meeting where sales team collecting customer requirements and negotiate the solution selling.

Enrollment

02.01.2023 - 13.01.2023

Content scheduling

First lecture will be on Thursday the 25th of August and the last is on the 15th of December.
Groups
- TF5DIG
- CONTACT
- EXCH
- TF5SWD
Alternative learning methods

RPL

Teachers

Seppo Karisto

Seats

15 - 40

Further information

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. 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 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.

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

Degree Programme

BITE Degree Programme in Business Information Technology

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5

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

- 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 %

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

This course is 90% based on team work, so be prepared to work in team (4-5 students). The team work starts already in the first lecture and continues through the whole course.

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.

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

(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.

(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.

(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% of assignments submitted and approved