•   Selling ICT solutions SAL1TF002-3011 21.08.2023-15.12.2023  5   (TF7SWD, ...) +-
    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
    Starting level and linkage with other courses
    Tools in Sales and Service Business (environment), Orientation in ICT and Business, Business Operations.
    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 %
    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.
    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

    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