Selling ICT solutions (5 cr)

Evaluation scale

H-5

Schedule

First lecture will be on Thursday the 25th of August and the last is on the 15th of December.

Implementation methods, demonstration and Work&Study

The Learning Outcomes of this course can be achieved in the following ways:
a. 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
b. Virtual, net-based learning based on assignments – limited number of seats available
c. Participation in a working life project or other project and some learning assignment depending on the type of project
d. Learning in your own work -“studyfication” . A plan required.

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

This course is 90% based on team work, so be prepared to work in team (4-5 students). The team work starts already in the first lecture and continues through the whole course.

Materials

Learning material is based to material (pp) provided by the teacher and and topical articles about sales. Visiting speaker will share his/her 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.

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.

Exam dates and re-exam possibilities

This course has no exam.

Completion alternatives

RPL

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.

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 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.