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Selling Professional IT Services and Solutions

Selling Professional IT Services and Solutions
  • Code: BUS8TF159
  • Extent: 3 ECTS (81 h)
  • Timing: Semester
  • Language: English
  • Level: Professional studies
  • Type: Free-choice

Prerequisites

Only for 6th and 7th semester students

Learning outcomes

Upon successful completion of the course, the student

  • understands the role of modern sales 

  • understands the characteristics of selling professional services and solutions

  • understands the personal selling process

  • has the skills to contact potential customers and carry out a sales conversation

 

Course content

  • Evolution of sales

  • Characteristics of selling services and solutions

  • Personal selling process

  • Cold calling and sales conversation

  • Pipeline management, sales funnel, opportunity management

  • Organizational buying behavior

 

Cooperation with the business community

Sales assignment

Teaching and learning methods

Contact lessons
Sales simulations
Team and individual assignments
The assessment of one’s own learning 1 h

Accreditation of prior learning

Accreditation of prior learning (APL) is observed on the course according to separate
instructions.

Teachers with the main responsibility of the course

Heidi Kock

Course materials

To be confirmed

Assessment criteria

Mandatory participation in all contact lessons.
Performance in the contact lessons and sales assignment

Grade / Learning outcomes 1 (min. 40 % competence level) 3 (min. 70 % competence level) 5 ( min. 90 % competence level)
Knowledge The student has a fair understanding/ knowledge of the sales function. He/she has a basic knowledge how professional services are sold. The student has a good understanding/ knowledge of sales function. He/she has a good knowledge of how professional services are sold. The student has an excellent understanding / knowledge of the sales function. He / she has an excellent knowledge of how professional services are sold.
Skills The student has basic skills to contact customers and carry out a sales conversation. The student has good skills to contact customers and carry out a sales conversation.

The student has excellent skills to contact customers and carry out a sales conversation.

The student has very mature attitude in dealing with sales-related issues.

Competence The student has only limited knowledge and skills of the sales function. He/she needs strong support and supervision in dealing with less demanding sales activities. The student is able to manage less demanding sales activities when supported. The student is able to independently manage less demanding sales activities.

The assessment of one’s own learning does not influence the grade. The assignment is the same for all courses/modules and the answers will also be used for course/module development. The assignment is completed online in WinhaOpaali