MGI522 Developing Solutions (8)

In this subject students will learn how to research business problems and develop solutions that meet business priorities using current solution-based investigation principles. Students will also learn how to define clear objectives and strategies for managing a business relationship and generating stakeholder buy-in and alignment.

Subject Outlines
Current CSU students can view Subject Outlines for recent sessions. Please note that Subject Outlines and assessment tasks are updated each session.

Availability

Session 3 (90)
Online
Wagga Wagga Campus

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.

Subject Information

Grading System

HD/FL

Duration

One session

School

School of Management and Marketing

Enrolment Restrictions

Only available to students enrolled in IT Masters relevant courses.

Learning Outcomes

Upon successful completion of this subject, students should:
  • be able to research the objectives, culture and environment of a business and create effective solutions based on this analysis;
  • be able to recognise and critically evaluate the influences that political, economic and social factors have on a business;
  • be able to identify customer issues and opportunities and develop buy-in and alignment amongst decision makers;
  • be able to independently develop customer-oriented sales solutions; and
  • be able to design and implement clear objectives and strategies for managing a business relationship.

Syllabus

This subject will cover the following topics:
  • Concepts & Buyer Needs
  • SPIN - Situation & Problem Questions
  • SPIN - Implication & Need/Payoff Questions
  • Solution Selling
  • Leveraging Relationships
  • Existing Customers
  • Capability & Solution Design
  • Closing
  • Objections & Competition
  • Management, Tools & Technologies

Contact

Current Students

For any enquiries about subject selection or course structure please contact Student Central or ask@csu.edu.au or phone on 1800 275 278.

Prospective Students

For further information about Charles Sturt University, or this course offering, please contact info.csu on 1800 275 278 (free call within Australia) or enquire online.

The information contained in the 2018 CSU Handbook was accurate at the date of publication: August 2018. The University reserves the right to vary the information at any time without notice.

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