•   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.
    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