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MRKT6010 - Selling Skills for Business

Title:Selling Skills for Business
Long Title:Selling Skills for Business
Module Code:MRKT6010
Duration:1 Semester
Credits: 5
NFQ Level:Fundamental
Field of Study: Marketing & Advertising
Valid From: Semester 2 - 2021/22 ( January 2022 )
Module Delivered in 4 programme(s)
Module Coordinator: Katie Power
Module Author: Riona Flood
Module Description: The module introduces learners to the role and function of sales representatives. Students will look at the theoretical and practical dimensions of selling to achieve organisational success.
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 Discuss the importance of the sales function for business success.
LO2 Describe the stages in selling a product or service.
LO3 Conduct a practical sales presentation to a prospective customer.
LO4 Describe different settings in which sales persons operate, and the duties and success factors associated with each.
LO5 Explain the personal qualities and skills required of a successful sales person.
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
The Selling Function
Selling defined. Role of selling in a business and relationship of selling to marketing. Types of sales jobs. Evolution in the attitudes of the sales person from sales orientation to consultative selling.
Duties of the Sales Person
Identify prospective customers. Make appointments, sales interview and selling, report to the sales office, follow up and customer care. Introduce new products, open new customer accounts. Service existing customers, build the customer relationship. Problem solving. Sales forecasting. Maximise the sales potential of the territory. Consumer promotions and trade promotions.
Preparation for Selling
Customer knowledge, Product knowledge, Knowledge of the company's offer, knowledge of competitors' offers, dress, grooming, business card. Route planning, Plan the objectives of the sales call.
Sales Technique
Prospecting, sources of prospects. Providing service, relationship management, implementing sales and marketing strategies, preparation for selling, steps in the sales presentation, the sales cycle.
Personal Selling Skills and Attitudes
An ethical approach to customers and sales. The sales interview, opening, need and problem identification, presentation and demonstration, negotiation, dealing with objections, close the sale, follow up. Listening skills, selling benefits.
Assessment Breakdown%
Course Work50.00%
End of Module Formal Examination50.00%
Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Practical/Skills Evaluation Simulated group sales presentation to a prospective B2B customer. 1,2,3,5 50.0 Week 7
End of Module Formal Examination
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Formal Exam End-of-Semester Final Examination. 1,2,3,4,5 50.0 End-of-Semester
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 3.0 Every Week 3.00
Lecturer-Supervised Learning (Contact) Sales role play 1.0 Every Week 1.00
Independent & Directed Learning (Non-contact) Independent study 3.0 Every Week 3.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 4.00
Workload: Part Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Formal Lecture 3.0 Every Week 3.00
Independent & Directed Learning (Non-contact) Independent reading and study 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, Michael Aherne 2014, Selling Today: Partnering to Create Value, 13th Ed., Prentice Hall [ISBN: 978-013354338]
  • Johnston, M., Marshall, G. 2013, Contemporary Selling: Building Relationships, Creating Value, 4th Ed., New York; Routledge [ISBN: 415-52350-9]
Supplementary Book Resources
  • Charles M. Futrell 2012, ABC's of Relationship Selling, McGraw-Hill Boston, Mass. [ISBN: 0078028939]
This module does not have any article/paper resources
Other Resources

Module Delivered in

Programme Code Programme Semester Delivery
CR_BIBLA_8 Bachelor of Business (Honours) in International Business with Language 2 Elective
CR_BMRKT_8 Bachelor of Business (Honours) in Marketing 1 Mandatory
CR_BGBPS_8 Bachelor of Science (Honours) in Global Business and Pilot Studies 2 Elective
CR_ECTWB_7 Bachelor of Science in Craft Technology (Wood) with Business 4 Mandatory

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