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Selling ICT Solutions

Selling ICT Solutions
  • Course code: SAL1TF002-1
  • Extent: 5 ECTS (135 h)
  • Timing: 5th semester
  • Language: English
  • Level of studies: Professional Studies
  • Type of studies: Compulsory

Starting level and linkages with other courses

Tools in sales and service business (environment), Orientation in ICT and Business, Business Operations.

Learning outcomes

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

Grading

1 (min. 40 % of the target level met)

3 (min. 70 % of the target level met)

5 (min. 90 % 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.

The student knows the steps of the solution sales process and the techniques used in the various phases.

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 partially exercise various techniques and tools at the various stages of the solution sales process and in group negotiations.

The student is able to exercise various techniques and tools at the various stages of the solution sales process and in group negotiations.

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

The student participates less actively in group working. Low level of contribution on course.

The student is actively involved in group working. She/he can work quite independently.
Active participation in team work.

Extremely active participation in the team's work. Good ability to act independently. Innovativeness, positive attitude and compliance with schedules.

The course is evaluated on a scale of 1 - 5. The evaluation criteria are presented on a scale of 1- 3 - 5.

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).

Working life connections

The sales cases on the course are based on actual biddings and sales projects and visitor lecture(s).

Course contents

  • Selling and sales organizations
  • Customer understanding
  • Customer Value creation
  • Solution sales process
  • Tendering
  • Solution Negotiations

International dimension

The course utilizes international sales and marketing material.

Ways to learn

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.

Assessment methods and their weights

Completion of the course requires completion of the assignments and participation in doing the assignments.
 
The self-assessment assignment does not affect the grade. The assignment is like in any of the Haaga-Helia’s courses and the answers are used to develop the course / study module. The task is done using an E-form.

Responsible teacher(s)

Pekka Kamaja; pekka.kamaja@haaga-helia.fi;  voice: +358504887151
Councelling: to be agreed by email

References

Primary sources
Johnston, M. & Marshall, G. 2013. Contemporary Selling - Building relationships, Creating Value. Routledge.
Eades, K. & Touchstone, J. & Sullivan, T. 2005. Solution Selling Fieldbook. McGraw-Hill.
Eades, K. 2004. The New Solution Selling, The Revolutionary  Sales Process That is Changing the Way People Sell. McGraw-Hill.
 
Other references
Rackham, N. 2009. Spin Selling. Gower.
Rackham, N. 1996. The Spin Selling Fieldbook. McGraw-Hill.
Eades, K. & Sullivan, T. 2014. The Collaborative Sale.Wiley.
Handouts on lessons

Implementation plan

Contact lessons: ca. 5-6 theory lessons a 2,5 h and 5 negotiations in buyer and seller roles, 1 h = 20 h
Independent studying and teamworking 108 h
Assessment of your own learning 2 h

Assessment and Evaluation criteria

The course is run by doing the learning tasks, no exam. The evaluation also based on the participation in teamwork.
1. Activity on lessons 20 %
2. Individual and group assignments 30 % (period 1 or 4)
3. Sales negotiation material, 20 % (period 2 or 5)
4. Selling negotiation process 30 % (period 2 or 5)

Feedback

The course held on Spring 2018 is the first implementation. The design takes into account the experience of similar courses in business economics.