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.

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 Business

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

Indicative Assessment

The following table summarises the assessment tasks for the online offering of MGI522 in Session 3 2021. Please note this is a guide only. Assessment tasks are regularly updated and can also differ to suit the mode of study (online or on campus).

Item Number
Title
Value %
1
A1 - sales obstacle course (pt 1) forum discussion
5
2
A2 - online test
15
3
A3 - solution proposal
40
4
A4 - sales obstacle course (pt 2) forum discussion
40

The information contained in the CSU Handbook was accurate at the date of publication: June 2022. The University reserves the right to vary the information at any time without notice.

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