•   Selling ICT Solutions ICB006AS3AE-3002 13.01.2025-16.05.2025  5   (ITE5PAICB1, ...) +-
    Learning objectives
    - 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
    Starting level and linkage with other courses
    ENT001HH1AE Entrepreneurship and Business Operations
    ICB001IT1AE Introduction to Business Driven ICT
    SAL001HH1AE Customer Experience and Sales
    Contents
    - Selling and sales organizations
    - Customer understanding
    - Customer Value Creation
    - Solution sales process
    - Tendering
    - Solution Negotiations
    Assessment criteria
    Assessment criteria - grade 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.

    Competence:
    The student participates less actively in group working. Low level of contribution on course.
    Assessment criteria - grade 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.
    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.
    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.
    Teaching methods and instruction

    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.

    Learning material and recommended literature

    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.

    Working life connections

    Visiting speaker that is working in ICT sales

    Campus

    Pasila Campus

    Exam dates and re-exam possibilities

    This course has no exam.

    Teaching language

    English

    Internationality

    Course is conducted in English

    Timing

    13.01.2025 - 16.05.2025

    Learning assignments

    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

    Enrollment

    02.01.2025 - 10.01.2025

    Content scheduling

    The first lecture will be on Thursday the 22nd of August and the last is on the 12th of December.

    Groups
    • ITE5PAICB1
    • CONTACT
    • EXCH
    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 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.

    Degree Programme

    ITBBA Business Information Technology

    R&D proportion

    0.00 cr

    Virtual proportion

    0.00 cr

    Evaluation scale

    H-5