Selling ICT Solutions (5cr)

Objective

Students - will learn the solution sales process and the techniques used in its various stages through theory and practical training with practical exercises - recognizes the importance of products in their work and understands the significance of products - understands the areas and stages of demanding solution sales work, from pre-sales to after sales - gains an understanding of the factors that influence successful solution sales - understand the costs of the project and be able to demonstrate/calculate the benefits the customer will gain from the ICT system to be delivered

Content

- Steps in the solution sales process, from pre-sales to after sales - Taking charge of requests for quotes, preparing quotes, and productizing solutions - Pricing quotes and justifying them to customers - Solution sales negotiations and delivery agreements

Materials

- Eades, K. 2004. The New Solution Selling, The Revolutionary Sales Process That is Changing the Way People Sell. McGraw-Hill. - Eades, K. & Touchstone, J. & Sullivan, T. 2005. Solution Selling Fieldbook. McGraw-Hill. - Hänti, S., Kairisto-Mertanen, L., & Kock, H. 2016. Oivaltava myyntityö: asiakkaana organisaatio. Edita. - Roune, T. & Korpela, E. Joki. 2008. Tuloksia ratkaisujen myyntiin. Readme.fi. Jyväskylä. - Muu opettajan jakama materiaali

Assessment criteria, excellent (5)

Knowledge - The student is very familiar with the stages of the solution sales process and the techniques used in each stage. Skills - The student is able to effectively utilize a variety of techniques and tools in the different stages of the solution sales process and in group negotiations. Competence - Very active participation in group work - Good ability to work independently - Innovation, positive attitude, and adherence to schedules

Assessment criteria, good (3)

Knowledge - The student is familiar with the stages of the solution sales process and the techniques used in each stage. Skills - The student is able to utilize various techniques and tools in the different stages of the solution sales process and in group negotiations. Competence - The student participates well in group activities. - He/she is able to work fairly independently. - Active participation in group work.

Assessment criteria, satisfactory (1)

For CONTACT, ONLINE, and BLENDED courses, we require attendance at the teaching sessions marked in the timetable. If you are absent from more than 25% of the teaching sessions, your grade will be lowered by one grade. If you are absent from more than 50% of the teaching sessions, you will fail the course. Knowledge - The student is familiar with some aspects of the solution sales process and the techniques used in the different stages. Skills - The student is able to partially utilize different techniques and tools in the different stages of the solution sales process and in group negotiations. Competence - The student participates relatively little in group activities. - Minimal independent contribution.

Assessment criteria, approved/failed

In addition, the prerequisite for completing the course is the satisfactory completion of the assigned tasks and participation in the assigned assignments.Self-assessment assignments do not affect the final grade. The assignment is common to all courses/study modules, and the answers are also used to develop the course/study module.

Further information

Working life connections - The sales cases in the course are based on real-life tendering and sales projects carried out by companies. Internationality - International material is used in the course. The sales cases may be related to international sales.

Execution methods

The learning outcomes of this course can be achieved in the following ways: a. Classroom teaching and related assignments in a daytime or blended learning format OR b. Participation in a work-life project or other project OR c. Recognition of prior learning (AHOT) OR d. Learning in one's own work (academic accreditation) The course also includes a mandatory self-assessment of one's own learning.

Accomplishment methods

Selling ICT projects is now a team effort, and in the future you will most likely be involved in sales negotiations either as a supplier or a buyer. The course equips students with the skills to work on ICT projects as part of a sales or purchasing team.