Solution Sales - Study guide

After having completed this course or attained an equivalent competence level, the student is able to:
• independently lead goal oriented sales discussions and negotiations on professional level
• define the theoretical framework of solution sales and B2B buying in demanding sales situations
• demonstrate their level of skills and knowledge in personal sales skills in practice
• analyze the negotiations and participate in negotiations as a sales person and the buyer
• get prepared to negotiations and act target oriented according to a given process.
• prepare various selling material based on customer needs, including an offer
• grasp the right strategies for speed selling and formulate and deliver effective sales pitch
• analyze sales and business strategies through case exercises

It is required to study the "B2B Sales Skills" course prior to "Solution Sales" or otherwise acquire the knowledge provided in the course.

During this course solution sales and B2B buying is studied via various learning assignments:

1) Sales Role Play including all different stages of a sales interaction from opening to closing
2) Case exercises
3) Speed Selling

The course serves as a coaching venue for ICSC sales competition held in Florida and includes selection process for the participants.

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.

• You identify the theoretical framework of solution sales and B2B buying.
• You participate negotiations as a sales person and the buyer
• You know how to prepare for negotiations and acts result-oriented according to the given process.
• You know how to prepare various sales materials, including an offer, based on customers needs.

• You understand the theoretical framework of solution sales and B2B buying.
• You can bring up new insights when participating negotiations as a sales person and buyer
• You can bring up own insights when getting prepared for negotiations and acts result-oriented according to the given process.
• You know how to prepare various sales materials, including an offer and a sales pitch based on customers needs.
• You can analyze the negotiations and business cases

• You can utilize the theoretical framework of solution sales and B2B buying in negotiations and when preparing for those.
• You can bring up new insights that bring value to your counterpart when participating negotiations as a sales person and buyer
• You can bring up own insights that bring value to your counterpart when getting prepared for negotiations and acts result-oriented according to the given process.
• You are able to analyze and break business case studies
• You know how to effectively prepare various impactful sales materials, including an offer and a sales pitch based on customers needs.
• You can analyze the negotiations and utilize the key takeaways in your own activity.

In class activities twice a week.

Moodle materials

Strong emphasis in practical sales training through e.g. sales role plays.

Pasila Campus

This implementation doesn't include an exam, so re-exams are not possible.

English

Four students from the course will be chosen to participate in a sales competition in Florida USA.

18.08.2025 - 10.10.2025

Role Playing Success Porfolio Role Play Sales Management Case Speed Selling

02.06.2025 - 15.08.2025

Course: 18.08.-10.10,2025

Sales Competition in Florida Nov. 5-8, 2025

IBE5PAMAR
ITE5PAICB1
CONTACT
EXCH

Riku Hytönen, Hannu Koikkalainen, Anu Nieminen

15 - 45

Learning assignments and active participation.

INTBBA International Business

0.00 cr

H-5