ICT sales methodologies

The practices used in the ICT sector to promote and sell products, services or applications such as SPIN Selling, Conceptual Selling and SNAP Selling.

knowledge

sector-specific

ICT sales methodologies is an essential knowledge of the following occupations:

ICT presales engineer: ICT presales engineers actively drive and manage the ICT evaluation stage of the sales process, working in conjunction with the sales team. They provide technical guidance to pre-sales personnel and plan and modify product ICT configurations to meet client requirements. They pursue additional business development opportunities.

ICT consultant: ICT consultants provide advice on how to optimise the use of existing tools and systems, make recommendations for the development and implementation of a business project or technological solution and contribute to project definitions. They raise awareness on information technology innovations and their potential value to a business. They also participate in the assessment and choice of ICT solutions.
ICT vendor relationship manager: ICT vendor relationship managers establish and maintain positive business relationships between stakeholders (external or internal), by deploying activities which are compliant with organisational processes. They also manage the outsourcing process for the organisation’s ICT department and the supply chain communications.

ICT sales methodologies is optional for these occupations. This means knowing this knowledge may be an asset for career advancement if you are in one of these occupations.

Green ICT consultant: Green ICT consultants advise organisations on their green ICT strategy and its implementation in the most effective and efficient manner to allow the organisation to reach their short, mid, and long term ICT environmental objectives.
EBusiness manager: eBusiness managers create and execute a company’s electronic strategy plan for selling products and services online. They also improve data integrity, placement of online tools and brand exposure and monitor sales for companies that market products to customers using the internet. They collaborate with the marketing and sales management team using ICT tools to reach sales goals and provide accurate information and offerings to business partners.
Business and marketing vocational teacher: Business and marketing vocational teachers instruct students in their specialised field of study, sales and marketing, which is predominantly practical in nature. They provide theoretical instruction in service of the practical skills and techniques the students must subsequently master for a sales and marketing-related profession. Business and marketing vocational teachers monitor the students’ progress, assist individually when necessary, and evaluate their knowledge and performance on the subject of sales and marketing through assignments, tests and examinations.
ICT product manager: ICT product managers analyse and define current and target status for ICT products, services or solutions. They estimate the cost effectiveness, points of risk, opportunities, strengths and weaknesses of products or services provided. ICT product managers create structured plans and establish time scales and milestones, ensuring optimisation of activities and resources.

References

1. ICT sales methodologies – ESCO