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MRKT8010 - Effective Sales Techniques

Title:Effective Sales Techniques
Long Title:Effective Sales Techniques
Module Code:MRKT8010
Duration:1 Semester
Credits: 10
NFQ Level:Advanced
Field of Study: Marketing & Advertising
Valid From: Semester 1 - 2017/18 ( September 2017 )
Module Delivered in 2 programme(s)
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 MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).

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

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

Module Content & Assessment

Indicative Content
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.
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.
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.
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.
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.
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.
Assessment Breakdown%
Course Work100.00%
Course Work
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.

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
  • 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
  • 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
Other Resources

Module Delivered in

Programme Code Programme Semester Delivery
CR_BSSTE_8 Certificate in Sales Strategy and Techniques 1 Mandatory
CR_BSMGT_8 Higher Diploma in Business in Sales Management 1 Mandatory

Cork Institute of Technology
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Email: help@cit.edu.ie