MGI522 Developing Solutions (8)

CSU Discipline Area: Unallocated to a CSU Discipline code (OTHER)

Duration: One session

Abstract:

In this subject students will learn how to research a customer's business, identify customer issues and develop solutions that meet customer priorities. Students will also learn how to define clear objectives and strategies for managing an account, taking a short, mid and long term perspective.

+ Subject Availability Modes and Locations

Session 1
Distance	Wagga Wagga
Session 3
Distance	Wagga Wagga

Continuing students should consult the SAL for current offering details: MGI522

Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.

Enrolment restrictions:

Only available to students in the Graduate Certificate in Professional Sales, Master of Management (Information Technology) and the Master of Systems Development

Objectives:

Upon successful completion of this subject, students should:

- be able to research a customer's business, objectives, culture and environment
- be able to recognise and interpret the influences that political, economic and social factors have on a customer's business.
- be able to identify customer issues and opportunities.
- be able to develop sales solutions that focus on the customers priorities
- be able to define clear objectives and strategies for managing an account

Syllabus:

The subject will cover the following topics:

- Researching a customer's business, objectives, culture and environment.
- Identifying customer issues
- Defining clear objectives for meetings with customers
- Identifying the results the customer is trying to achieve
- Understanding what information is required from a customer, and planning appropriate questions to gain that information.
- Defining clear objectives and strategies for an account, taking a short, mid and long term perspective.
- Implementing detailed action plans to support the achievement of account objectives.
- Developing winning solutions
- Identifying the value the customer places on the solution (and how to convert that into an ROI analysis).
- Finding out who makes up the decision-making body.
- Identifying the decision-criteria.
- Qualifying the opportunity for budget, time and personnel availability.
- Validating that you are proposing a solution that meets the client's needs.
- When and how to discuss price.
- How to recognize problems early in the solution sales cycle and deal with them immediately.
- Creating equal relationships with customers by demonstrating a business person and partnership approach.
- Negotiating in a balanced manner with customers to arrive at mutually advantageous agreements.
- Managing the dynamics of the business by reviewing objectives and plans

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