Program Overview

MGI522 Developing Solutions

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

Subject Outlines and assessment tasks are updated each session.

Availability

The subject is available in:

• Session 3 (90)
• Online
• Wagga Wagga Campus

Enrolment Restrictions

The subject is only available to students enrolled in IT Masters relevant courses.

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.

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
• 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