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MRKT7011 - Professional Sales Practice

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Title:Professional Sales Practice
Long Title:Professional Sales Practice
Module Code:MRKT7011
 
Credits: 5
NFQ Level:Intermediate
Field of Study: Marketing & Advertising
Valid From: Semester 1 - 2016/17 ( September 2016 )
Module Delivered in 7 programme(s)
Module Coordinator: Pio Fenton
Module Author: Antoinette Hogan
Module Description: In this module, learners discover the role and functions of a salesperson, stages in the selling process, modern approaches to consultative selling, and business to business selling techniques. Students will also look at the management of the sales function and the selling personnel.
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 Discuss the role and functions of a sales person.
LO2 Analyse how the sales persons job has evolved to consultative selling and building partnerships.
LO3 Explain and justify steps in the sales process.
LO4 Analyse the building blocks of a successful sales professional.
LO5 Conduct a sales interview or sales presentation.
LO6 Analyse the complexities of business to business selling.
Pre-requisite learning
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named CIT module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
No recommendations listed
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
Requirements

This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.

No requirements listed
Co-requisites
No Co Requisites listed
 

Module Content & Assessment

Indicative Content
Evolution of sales philosophy and practice
Traditional selling, consultative selling, relationships, value added selling. Variety of sales roles, selling for a manufacturer, a wholesaler, a retailer, and selling a service. B to B selling, Selling technical products, the sales engineer, Ethical detailing.
The consultative selling model
A personal selling philosophy, relationship strategy, product strategy, customer strategy. Buyer motives, buyer behaviour, communication styles for managing personal relationships.
The sales Meeting
Approaching the customer, the consultative sales presentation, opening the call, questioning, probing for needs, supporting needs, overcoming objections, negotiating buyer concerns, closing the sale and confirming the partnership, servicing the sale.
Sales Productivity
Planning, territory management, sales call plan, stress and health management, relationship with sales manager, with shipping, customer service, manufacturing, accounting. CRM, sales forecasting.
Assessment Breakdown%
Course Work100.00%
Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Practical/Skills Evaluation Design and present a sales brochure for a prospective customer 1,3 30.0 Week 5
Practical/Skills Evaluation Lead Creation 1,2,3 10.0 Week 9
Practical/Skills Evaluation Learner prepares and conducts a sales interview or sales presentation. 3,4,5,6 60.0 Sem End
No End of Module Formal Examination
Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.

The institute reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Class Based Instruction 2.0 Every Week 2.00
Lecturer-Supervised Learning (Contact) Workshop on selling tasks, interpersonal skills 1.0 Every Week 1.00
Independent & Directed Learning (Non-contact) Study course material, prepare for presentation and practise skills. 4.0 Every Week 4.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Class Based Instruction 2.0 Every Week 2.00
Lecturer-Supervised Learning (Contact) Workshop on selling skills, interpersonal skills 1.0 Every Week 1.00
Independent & Directed Learning (Non-contact) Independent reading and study, prepare for presentation and practice skills 4.0 Every Week 4.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
 

Module Resources

Recommended Book Resources
  • Gerald L. Manning, Barry L. Reece 2014, Selling Today, 13th Ed., Pearson Prentice Hall [ISBN: 0133543384]
Supplementary Book Resources
  • David Jobber and Geoff Lancaster 2014, Selling and Sales Management, 9th Ed., Pearson [ISBN: 0273762652]
  • Charles M. Futrell, Fundamentals of Selling, 13th Ed., McGraw Hill Higher Education [ISBN: 0077861018]
This module does not have any article/paper resources
Other Resources
 

Module Delivered in

Programme Code Programme Semester Delivery
CR_BBUSS_7 Bachelor of Business 5 Elective
CR_BBISY_8 Bachelor of Business (Honours) in Information Systems 5 Elective
CR_BMKTG_7 Bachelor of Business in Marketing 5 Mandatory
CR_BAGRI_7 Bachelor of Science in Agriculture 5 Mandatory
CR_ECTWB_7 Bachelor of Science in Craft Technology (Wood) with Business 6 Elective
CR_BHORT_7 Bachelor of Science in Horticulture 5 Mandatory
CR_BENBU_7 Certificate in Entrepreneurship & Business 2 Mandatory

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