Program Overview

MGI522 Developing Solutions

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

The subject is available in Session 3 (90) and can be taken online or at the Wagga Wagga Campus.

Subject Information

Grading System

The grading system for this subject is HD/FL.

Duration

The subject is one session in duration.

School

The subject is offered by the School of Management and Marketing.

Enrolment Restrictions

The subject is 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