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.
digital
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.
Competences and skills
35 ESCO relationsEssential knowledge 4 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
2 competencesproduct comprehension
The offered products, their functionalities, properties and legal and regulatory requirements.
Cross-sector
2 competencesbusiness intelligence
The tools used to transform large amounts of raw data into relevant and helpful business information.
digital
customer segmentation
The process whereby a target market is divided into specific sets of consumers for further market analysis.
Essential skills and competences 9 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
4 competencesdefine technology strategy
Create an overall plan of objectives, practices, principles and tactics related to the use of technologies within an organisation and describe the means to reach the objectives, taking into account analyses and relevant regulations.
develop revenue generation strategies
Elaborate methodologies through which a company markets and sells a product or service to generate income.
identify customer's needs
Use appropriate questions and active listening in order to identify customer expectations, desires and requirements according to product and services.
keep up to date on product knowledge
Gather the latest information on developments related to the existing or supported products, methods or techniques.
Cross-sector
5 competencesapply conflict management
Take ownership of the handling of all complaints and disputes showing empathy and understanding to achieve resolution. Be fully aware of all Social Responsibility protocols and procedures, and be able to deal with a problematic gambling situation in a professional manner with maturity and empathy.
comply with legal regulations
Ensure you are properly informed of the legal regulations that govern a specific activity and adhere to its rules, policies and laws.
define technical requirements
Specify technical properties of goods, materials, methods, processes, services, systems, software and functionalities by identifying and responding to the particular needs that are to be satisfied according to customer requirements.
perform market research
Gather, assess and represent data about target market and customers in order to facilitate strategic development and feasibility studies. Identify market trends.
prepare scientific reports
Prepare reports that describe results and processes of scientific or technical research, or assess its progress. These reports help researchers to keep up to date with recent findings.
Optional knowledge 11 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
8 competencesdigital marketing techniques
The marketing techniques used on the web to reach and engage with stakeholders, customers and clients.
digital
hardware components suppliers
The suppliers who can deliver the required hardware components.
ICT market
The processes, stakeholders and the dynamics of the chain of goods and services in the ICT market sector.
digital
ICT system user requirements
The process intended to match user and organisation's needs with system components and services, by taking into consideration the available technologies and the techniques required to elicit and specify requirements, interrogating users to establish symptoms of problem and analysing symptoms.
digital
market pricing
Price volatility according to market and price elasticity, and the factors which influence pricing trends and changes in the market in the long and short term.
SAS language
The techniques and principles of software development, such as analysis, algorithms, coding, testing and compiling of programming paradigms in SAS language.
digital
software components libraries
The software packages, modules, web services and resources that cover a set of related functions and the databases where these reusable components can be found.
digital
software components suppliers
The suppliers who can deliver the required software components.
digital
Cross-sector
3 competencesemergent technologies
The recent trends, developments and innovations in modern technologies such as biotechnology, artificial intelligence and robotics.
digital
hardware components
The essential components that make up a hardware system, such as liquid-crystal displays (LCD), camera sensors, microprocessors, memories, modems, batteries and their interconnections.
digital
statistical analysis system software
Specific software system (SAS) used for advanced analytics, business intelligence, data management, and predictive analytics.
digital
- Scope note
- This includes SPSS
Optional skills and competences 11 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
5 competencescoordinate technological activities
Give instructions to colleagues and other cooperating parties in order to reach the desired outcome of a technological project or achieve set goals within an organisation dealing with technology.
deliver a sales pitch
Prepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.
produce sales reports
Maintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.
set sales goals
Set sales goals and objectives to be reached by a sales team within a period of time such as the target amount of sales made and new customers found.
supervise sales activities
Monitor and oversee the activities related to the ongoing sales in the shop to ensure that sales goals are met, assess areas for improvement, and identify or solve problems that customers could encounter.
Cross-sector
6 competencesapply statistical analysis techniques
Use models (descriptive or inferential statistics) and techniques (data mining or machine learning) for statistical analysis and ICT tools to analyse data, uncover correlations and forecast trends.
digital
develop account strategy
Create the strategic goals and actions for future interaction with an account for the organisation.
identify training needs
Analyse the training problems and identify the training requirements of an organisation or individuals, so as to provide them with instruction tailored to their prior mastery, profile, means and problem.
implement marketing strategies
Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.
perform project management
Manage and plan various resources, such as human resources, budget, deadline, results, and quality necessary for a specific project, and monitor the project's progress in order to achieve a specific goal within a set time and budget.
research
use different communication channels
Make use of various types of communication channels such as verbal, handwritten, digital and telephonic communication with the purpose of constructing and sharing ideas or information.