Selling ICT Solutions (5 cr)

Evaluation scale

H-5

Schedule

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

Implementation methods, demonstration and Work&Study

The Learning Outcomes of this course can be achieved in the following way:
Standard course: Contact lessons including activities on lessons, multi-dimensional learning (e.g. some part of the activities is done virtually at home) or an intensive course type of learning OR

The course also includes the compulsory self-assessment.

Identification and Recognition of Prior Learning (RPL):
Students having previously acquired knowledge and/or skills relevant with the contents of course, it is possible to accomplish the course either fully or partially based on prior learning/experience. To know more, please contact the responsible teacher (see down here).

Intro

Learn how complex ICT projects are sold. Get an understanding on selling solutions and understanding how to calculate price and justify the price. Understand why it is important to understand customers' requirements and their business needs. Get an understanding about both buying and sales processes.Selling happens in team, what expertise and skills are needed and which role you could have in sales.

Materials

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.

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.

Working life connections

Visiting speaker that is working in ICT sales

Exam dates and re-exam possibilities

This course has no exam.

Internationality

Course is conducted in English

Completion alternatives

RPL

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

Assessment methods

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.