Solution Selling (5cr)

Objective

During the course, you will learn what solution selling is and its importance in modern business. You will learn the different stages of solution selling and how to apply them in practice. During the course, you will learn the customer-oriented solution selling mindset, learn to identify and analyze customer needs and challenges, and create solutions that create value for the customer. You will develop the interaction skills needed in solution selling and learn to evaluate the usability of different digital tools in different stages of the sales process.

Content

- Basic concepts and meaning of solution selling
- Stages of the solution selling process
- Difference between traditional selling and solution selling
- Identifying customer needs and problems
- Creating customer profiles and segments
- Delivering value to customers
- Solution selling interaction skills
- Digital tools and technologies

The course is at the Master's level.

Qualifications

This course is at the Master's level. The course is intended for you who have already completed a Bachelor's degree.

Assessment criteria, satisfactory (1)

Opintojakso arvioidaan numeerisella asteikolla 5-HYL. Arviointi toteutetaan osaamisperustaisesti palautettujen harjoitustöiden perusteella pohjautuen osaamistavoitteisiin ja arviointikriteereihin.

1-2: Osaat kuvata opintojakson keskeiset sisällöt oppimistehtävissä.

Assessment criteria, good (3)

3-4: Osaat kuvata ja analysoida opintojakson keskeiset sisällöt oppimistehtävissä.

Assessment criteria, excellent (5)

4-5: Osaat kuvata ja analysoida sekä luoda uusia asiakaslähtöisiä ratkaisuja oppimistehtävissä.

Assessment criteria, approved/failed

Hylätty: Et osoita ymmärrystä ratkaisumyynnin perusperiaatteista harjoitustehtävissä.