| Title: | Effective Sales Techniques |
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| Long Title: | Effective Sales Techniques |
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| Field of Study: |
Marketing & Advertising
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| Valid From: |
Semester 1 - 2017/18 ( September 2017 ) |
| Module Coordinator: |
Pio Fenton |
| Module Author: |
Pio Fenton |
| Module Description: |
In this module, learners develop an understanding of the role and functions of the salesperson and the key skills needed to be a professional sales person including how to take a strategic and planned approach and how to develop long term consultative relationships with customers. The move from Sales Representative to Sales Manager is also addressed. |
| Learning Outcomes |
| On successful completion of this module the learner will be able to: |
| LO1 |
Critically assess the functions of a professional sales person. |
| LO2 |
Evaluate effective sales strategies in a range of organisations |
| LO3 |
Develop a strategic and goals driven approach to selling sales prospecting and planning. |
| LO4 |
Assess the management of sales relationships within the framework of medium/long term sales strategy. |
| LO5 |
Develop a strategy to integrate sales and marketing activities |
| LO6 |
Conduct a consultative sales presentation. |
| LO7 |
Explore the preparation required for a move from sales representative to sales management. |
| 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
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| 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
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| No Co Requisites listed |
Module Content & Assessment
| Indicative Content |
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Introduction to Sales Perspectives and Practice
The Psychology of sales, transactional selling, consultative selling, relationships and customer centric processes. Variety of sales roles, selling for a manufacturer, a wholesaler, a retailer, and selling a service. The knowledge, skills and competencies of professional selling.
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Strategic and Results Driven Selling
Prioritising personal sales goals and managing time around results. High Payoff Activities and time analysis. Action planning for sales activities. Success tracking sheets and monitoring towards targets.
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Internal and External Selling Relationships
Understanding buyer motives, needs analysis, active questioning. Approaching the customer, developing empathy, the consultative long term sales relationship. Managing internal sales and cross functional relationships with peers, subordinates and superiors.
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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 Presentation; The Approaching, sales presentation, needs analysis, overcoming objections, negotiating buyer concerns, closing the sale, servicing the sale.
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Sales Representative to Sales Manager
Examination and comparison of the roles of sales representatives and sales managers; differing skill sets, identifying gaps, making the move. Issues and performance barriers between Sales representatives and sales managers.
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Integrating Sales and Marketing
Principles of marketing. Sales and marketing software. How marketing function supports the sales team. Marketing as a way to reduce the sales cycle. Lead management and closed loop systems in lead management.
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| Assessment Breakdown | % |
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| Course Work | 100.00% |
| Course Work |
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| Assessment Type |
Assessment Description |
Outcome addressed |
% of total |
Assessment Date |
| Written Report |
Students will create a prospecting plan, sales materials and collateral resources to meet the needs of their sector or industry. |
1,2,3,5 |
50.0 |
Week 6 |
| Practical/Skills Evaluation |
Students will present a consultative sales presentation to an invited audience. |
3,4,7 |
50.0 |
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.
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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 |
Lectures and facilitated discussion |
3.0 |
Every Week |
3.00 |
| Independent Learning |
Self-directed learning |
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 |
Lectures and facilitated discussion |
3.0 |
Every Week |
3.00 |
| Independent Learning |
Self-directed learning |
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 |
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- Gerald L Manning, Barry L Reece, Michael Ahearne,, Selling Today, 12 Ed Ed., Prentice Hall [ISBN: 978-0132109864]
- Keith Rosen 2008, Coaching salespeople into sales champions, J. Wiley Hoboken, N.J. [ISBN: 978-0470142516]
| | Supplementary Book Resources |
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- John Care, Aron Bohlig, 2011, Mastering Technical Sales: The Sales Engineer's Handbook, 2 Ed Ed., Artech House Publishers [ISBN: 978-1596933392]
- Stephen Castleberry, John Tanner, 2010, Selling: Building Partnerships [ISBN: 978-0073530017]
| | This module does not have any article/paper resources |
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| Other Resources |
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- Journal: Journal of Personal Selling & Sales
Management
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Module Delivered in
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