MGI522 Developing Solutions (8)
Abstract
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. |
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+ Subject Availability Modes and Location
Session 3 | Distance | 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.
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Subject informationDuration | Grading System | School: |
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One session | HD/FL | School of Management and Marketing |
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Enrolment restrictions
Only available to students enrolled in:
Master of Management (information Technology)
Master of Project Management
Master of Systems Development |
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Learning OutcomesUpon 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.
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SyllabusThe 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
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The information contained in the 2016 CSU Handbook was accurate at the date of publication: 06 September 2016. The University reserves the right to vary the information at any time without notice.