MGI522 Developing Solutions (8)

In this subject students will learn how to research business problems and priorities using current solution-based investigation and sales principles. Students will learn how to define clear objectives and strategies for managing and leveraging a business relationship and generating stakeholder buy-in and alignment for preferred solutions. This subject will offer students a detailed knowledge of the most effective and current solution-based sales techniques and methods, and how to apply them to influence stakeholder decisions.

Indicative Assessment

To be used as an indicative guide only - assessment is updated each session and can differ to suit study mode.

Item Number
Title
Assessment
Value
1
A1 - online test
Assignment
15%
2
A2 - solution proposal
Assignment
40%
3
A3 - sales obstacle course  forum discussion
Assignment
45%
Offering: MGI522_201890_W_D

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 compare and contrast current solution-based sales techniques and apply them within a business context;
  • be able to independently develop and promote 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
  • The Challenger Sale Method

Contact

For further information about courses and subjects outlined in the CSU handbook please contact:

Current students

Future students

The information contained in the CSU Handbook was accurate at the date of publication: March 2019. The University reserves the right to vary the information at any time without notice.

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