T. A.

PAI MANAGEMENT INSTITUTE (TAPMI), MANIPAL

IT SALES
Programme: PGDM
Batch: 2020-2022
Term: 4
Course Name: IT Sales – ITS 6008
Credits: 2 (20Hours)
Course Instructor: Mr. Pallab K Talukdar (Visiting)

PART 1

INTRODUCTION                                                         

The IT Sales course aims to prepare students to be ready for the complex IT sales process. IT Sales is
a scientific method of selling which involves an analytical and consultative approach in day to day
decisions that sales personnel are required to take. At the same time each sales personnel has their
own unique style of doing business. The course aims at elaborating each stage of the IT Sales cycle
and developing commensurate skills in order to excel in IT Sales roles.

The IT industry has always been a fast changing one. Today it is witnessing cataclysmic changes in
the form of Digital Transformation. Business today demands IT Sales personnel to evolve as
technology does.

The technology sales cycle involves multiple stakeholders. IT Sales drives growth and sustainability
for all technology driven companies. The IT Sales roles are key to an organization’s success.
Companies invest heavily in IT Sales personnel and expect them to perform under constant
pressure. There is a growing need for trained sales professionals in the marketplace who are
productive early and can continue to outperform themselves.

The nature of IT Sales as a function is dynamic and ever changing. The course, therefore, will follow
a highly interactive and participation-based model. Apart from a basic B2B Marketing textbook,
there is no other prescribed textbook for this course given the nature of an iterative IT Sales cycle.
Learning in this course is mainly through case studies, reading evaluations and real-life based
scenarios, simulation and role plays.

1
COURSE OBJECTIVES (CO)
On the completion of this course, the participant will be able to:
1. Understand the concept of Value Selling.
2. Understand the changes implied with the new “Digital Transformation”.
3. Interpret the IT Sales cycle and underlying processes.
4. Develop appreciation for building network of relationships both at organizational and
personal level and the role of channel partners.
5. Formulate client winning and retaining strategies and learn the nuances of objection
handling and negotiation skills.
6. Demonstrate readiness for IT Sales Roles

COURSE LEARNING OUTCOMES (CLO)

At the end of this course, students will be able to:
CLO 1: Understand the Selling Process and changes in IT Industry with Digital Transformation (PLG
2)
CLO 2: Be able to identify tools and techniques for becoming a successful IT sales personnel (PLG 4)
CLO 3: Handle negotiations, pressure situations and display working in matrix structures (PLG 3)

COURSE CONTENT
         Value Selling - Understanding, Creating and Delivering Value

         Stages of a Sales Cycle – from Prospecting to Closure and Retention.

         Sales Planning, Forecasting and Analysis.

         Creating a Sales Strategy and Organization.

         Relationship Mapping and Networking.

         Launching a successful career in IT Sales.

PRESCRIBED TEXTBOOK
No Prescribed textbook

2
READINGS & REFERENCES:

1. Reference 1-https://www.oracle.com/webfolder/s/delivery_production/docs/FY15h1/doc6/hbr-
b2b-selling-pa.pdf
2. Reference 2-Customer winning and retention
https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/landing-the-
megadeal-seven-keys-to-closing-big-sales-that-make-money
https://www.salesforce.com/quotable/articles/closing-technology-sales-deals/
https://www.gartner.com/smarterwithgartner/increase-retention-with-a-customer-success-mindset/
https://www.salesforce.com/hub/service/customer-retention-strategies/
3. Reference 3-Case Konica Minolta A
4. Reference 4
https://www.gartner.com/smarterwithgartner/what-sales-should-know-about-b2b-buyers-in-2019/
https://www.gartner.com/en/sales-service/insights/b2b-buying-journey
5. Reference 5-Case Konica Minolta B
6. Reference 6-Case Konica Minolta C
7. Reference 7-
https://www.gartner.com/en/sales/role/sales-leaders
https://www.salesforce.com/blog/2017/11/15-sales-statistics.html
8. Reference 8-Case InsightSquared
https://www.nasdaq.com/articles/how-create-sales-plan-template-2019-03-07
https://www.forbes.com/sites/forbesagencycouncil/2017/11/21/how-to-develop-a-successful-
marketing-strategy-for-a-startup/#523430fe403d
https://www.bcg.com/capabilities/marketing-sales/insights.aspx#ms4
9. Reference 9-
https://www.nasp.com/seller-style-assessment
10. Reference 10
Business Market Management (B2B) Understanding, Creating and Delivering Value – James C
Anderson, James A Narus, Das Narayandas & DVR Seshdri – Pearson
11. Reference 11
Clearing the Digital BLUR - Rajiv Jayaraman - Wiley
12. Reference 12
Microsoft Case Study

POLICY ON PLAGIARISM:

Plagiarism percentage score up to 5% in submission of any word-based assignment is permitted.

Beyond this percentage, negative marks would be applied as penalty.

3
ASSESSMENT SCHEME AND WEIGHTAGE

{a} END-TERM

Weightage Duration (in Open/close

Evaluation (%) minutes) Book CLO Tested

End-Term
40 120 Closed CLO 1

{b} OTHER ASSESSMENTS

Unit of
S. No. Evaluation Item* Weight Time CLO
Evaluation
Case Analysis submission
1 Group 30% After session 7, 9, 11 -
(Konica Minolta A, B, C)
Case Analysis submission
2 Group 10% After session 17 -
(Microsoft)

3 Quiz 1 & 2 Individual 20% After session 4 & 14 -

PART 2: SESSION PLAN

Session Topic (s) Pedagogy Reading

IT Industry – History, Evolution

1 Lecture - Content by PT
& Structure
Concept of Value Selling – - Reference 1, 2, 4, 7 & 10
2 Lecture
Understanding Value (Chapters 1,2,3)
Concept of Value Selling – - Reference 1, 2, 4, 7 & 10
3 Lecture
Creating Value (Chapter 4,5,6,7)
Concept of Value Selling – - Reference 1, 2, 4, 7 & 10
4 Lecture
Delivering Value (Chapter 8,9,10)

4
Session Topic (s) Pedagogy Reading

Quiz 1 (WT - 10%)

- Content by PT
5 Digital Transformation Concepts Lecture
- Reference 11

- Content by PT
6 Digital Transformation Concepts Lecture
- Reference 11
Selling Cycle - Prospecting-
- Case Konica Minolta A
7 Konica Minolta A Case Analysis
- Reference 3
Selling Cycle - Prospecting-
Case - Case Konica Minolta A
8 Konica Minolta A
Presentation - Reference 3

Selling Cycle - Need - Case Konica Minolta B

9 Case Analysis
Identification – Konica Minolta B - Reference 5
Selling Cycle - Need Case - Case Konica Minolta B
10
Identification – Konica Minolta B Presentation - Reference 5
Selling Cycle - Solutioning –
- Case Konica Minolta C
11 Konica Minolta C Case Analysis
- Reference 6
Selling Cycle - Solutioning –
Case - Case Konica Minolta C
12 Konica Minolta C
Presentation - Reference 6

Selling Cycle – Negotiations and Lecture/In

13 - Content by PT
Closure class activity

Sales Planning, Forecasting & - Content by PT

14
Analysis Lecture - Reference 8

Quiz 2 (WT - 10%)

Traits of a successful salesperson Role Plays & - Moderated by PT.

15
Debrief - Reference 9
Sales Organization – Direct &
16 Channel Lecture - Content by PT

Case Analysis - Microsoft Case Study

17 Microsoft Case Study
- Reference 12

5
Session Topic (s) Pedagogy Reading

Case Analysis submission (Microsoft)(WT -10%)

Microsoft Case Study Case - Microsoft Case Study

18
Presentation - Reference 12

19 Relationship Mapping Debate - Moderated by PT

20 Q&A based on course learnings Q&A - Course recap and review

6
 PLG MAPPING FOR THE COURSE

Addresse CLO
d by No.
PLG# Program Level Learning Goal
Course?
(Yes / No)
Application of Fundamentals
PLG 1 Traits: Demonstrate application of functional / conceptual No NA
knowledge to business situations
Problem Identification and Solution
PLG 2 Traits:Demonstrate ability to identify a problem, critically assess Yes CLO1
various alternatives and suggest appropriate solution
Integrative Thinking
Traits:
PLG 3 Demonstrate ability to identify inter-linkages among functional areas Yes CLO 3
within an enterprise and assess the impact of external environment
on its performance
Effective Communication
PLG 4 Yes CLO 2
Traits:Demonstrate proficiency in Oral and Written Communication
Ethical Responsibility
PLG 5 Traits:Demonstrate awareness and assess impact of ethical behavior No NA
on business
Leadership
PLG 6 Traits:Demonstrate capability to take leadership role in a business No NA
situation

Name of Faculty: Mr.Pallab K Talukdar Endorsed by : Prof. Sudhindra S_________

Signature &Date:_______________ Signature &Date:________________________

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