| Title: | Professional Sales Practice |
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| Long Title: | Professional Sales Practice |
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| Field of Study: |
Marketing & Advertising
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| Valid From: |
Semester 1 - 2019/20 ( September 2019 ) |
| Module Coordinator: |
Pio Fenton |
| Module Author: |
Elayne Hickey |
| 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). |
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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.
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| No requirements listed |
Module Content & Assessment
| Indicative Content |
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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.
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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.
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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.
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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.
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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 |
| Practical/Skills Evaluation |
Students to individually prepare and deliver an introductory sales presentation to a prospective B2B client. |
1,3,4,5,6 |
40.0 |
Week 4 |
| Practical/Skills Evaluation |
Student groups to prepare and deliver a sales presentation to the prospective B2B client's wider team, deploying a consultative selling approach. Students to propose the optimal product / service solution, negotiate pricing and trading terms, attempt to successfully close the sale and factor in sales follow up. |
1,2,3,4,5,6 |
60.0 |
Week 13 |
| 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 |
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 |
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- Gerald L. Manning, Barry L. Reece 2014, Selling Today, 13th Ed., Pearson Prentice Hall [ISBN: 0133543384]
| | Supplementary Book Resources |
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- 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 |
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| Other Resources |
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- website: The Executive Institute
- website: The Marketing Institute of Ireland
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Module Delivered in
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