BITE Degree Programme in Business Information Technology
R&D proportion
0.00 cr
Virtual proportion
0.00 cr
Evaluation scale
H-5
Learning objectives
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
Contents
- 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 %
Implementation methods, Demonstration and Work&Study
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).
Learning materials
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
Intro
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.
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.
Starting level and linkage with other courses
Tools in Sales and Service Business (environment), Orientation in ICT and Business, Business Operations.
Assessment criteria
Assessment criteria - grade 1
(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.
Assessment criteria - grade 3
(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.
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.