•   Selling ICT solutions SAL1TF002-3012 15.01.2024-17.05.2024  5   (TF5DIG, ...) +-
    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.
    Campus

    Pasila Campus

    Teaching language

    English

    Timing

    15.01.2024 - 17.05.2024

    Enrollment

    02.01.2024 - 12.01.2024

    Groups
    • TF5DIG
    • CONTACT
    • EXCH
    • TF5SWD
    Teachers

    Seppo Karisto, Sari Mattsson

    Seats

    15 - 40

    Degree Programme

    BITE Degree Programme in Business Information Technology

    R&D proportion

    0.00 cr

    Virtual proportion

    0.00 cr

    Evaluation scale

    H-5