Module Descriptors
PROFESSIONAL SALES PRESENTATIONS
ENTP40051
Key Facts
Faculty of Business, Education and Law
Level 4
30 credits
Contact
Leader: William Ward
Email: John.Ward@staffs.ac.uk
Hours of Study
Scheduled Learning and Teaching Activities: 24
Independent Study Hours: 276
Total Learning Hours: 300
Assessment
- ASSIGNMENT weighted at 30%
- JOURNAL weighted at 20%
- GROUP PRESENTATION weighted at 50%
Module Details
Module Additional Assessment Details
A work based assignment investigating how to develop an effective sales presentation for the organization, including research (with examples from student's own organisation), to prepare for a presentation. (1,000 words) ( 30%) (learning outcomes 1 & 2)
A Reflective Journal, covering aspects of the module to date, (20%) (equivalent to 1000 words) (learning outcome 4)
A group based presentation, including submission of supporting material e.g. PowerPoint slides or posters, accompanying notes, etc., with an individual report summarising the process that resulted in the focus of the presentation. (50%) (1000 words), (learning outcomes 1 & 3)
A Reflective Journal, covering aspects of the module to date, (20%) (equivalent to 1000 words) (learning outcome 4)
A group based presentation, including submission of supporting material e.g. PowerPoint slides or posters, accompanying notes, etc., with an individual report summarising the process that resulted in the focus of the presentation. (50%) (1000 words), (learning outcomes 1 & 3)
Module Indicative Content
The module aims to develop an understanding and practice of delivering effective professional sales presentations and negotiations.
This module will cover:
- The personal selling process
- Personal selling skills
- Modern Sales approaches and techniques such as:
- Consultative selling
- Team Selling
- Strategic Selling
- Collaborative Selling
- Value added Selling
- Understanding the Customer and Buyer Behaviour
- Delivering effective presentations and demonstrations
- Negotiating and handling objections
- Closing the sale and achieving objectives
This module will cover:
- The personal selling process
- Personal selling skills
- Modern Sales approaches and techniques such as:
- Consultative selling
- Team Selling
- Strategic Selling
- Collaborative Selling
- Value added Selling
- Understanding the Customer and Buyer Behaviour
- Delivering effective presentations and demonstrations
- Negotiating and handling objections
- Closing the sale and achieving objectives
Module Learning Strategies
The module develops professional sales presentation skills and knowledge, and as such will involve a practical, role play approach as well as analysis on how to prepare and deliver effective presentations.
The learning strategy for this module requires students to commit 300 learning hours (including assessment). This will include 24 hours of class support, delivered during four 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The other days will provide the opportunity to examine aspects of the subject in more depth and clarify any issues arising from the assessment brief.
In the 138 hours of independent and self directed study students are expected to engage with the learning material on the module website, undertake additional research / reading, undertake formative tasks to reinforce the learning, relate the subject to their your workplace, have contact with their Tutor / Mentor and prepare coursework assignments.
The class sessions will include formal lectures, case study analysis and group discussions based on student experiences in the subject area. Students will be encouraged to integrate their work based experiences with new knowledge and skills developed in the classroom as the module progresses.
The learning strategy for this module requires students to commit 300 learning hours (including assessment). This will include 24 hours of class support, delivered during four 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The other days will provide the opportunity to examine aspects of the subject in more depth and clarify any issues arising from the assessment brief.
In the 138 hours of independent and self directed study students are expected to engage with the learning material on the module website, undertake additional research / reading, undertake formative tasks to reinforce the learning, relate the subject to their your workplace, have contact with their Tutor / Mentor and prepare coursework assignments.
The class sessions will include formal lectures, case study analysis and group discussions based on student experiences in the subject area. Students will be encouraged to integrate their work based experiences with new knowledge and skills developed in the classroom as the module progresses.
Module Resources
Blackboard website
University Campus Library
Off-campus, on-line library resources
Web-based journals and electronic magazines
Appropriate media material as directed by tutor
Practitioner magazines and trade associations
Video facilities
University Campus Library
Off-campus, on-line library resources
Web-based journals and electronic magazines
Appropriate media material as directed by tutor
Practitioner magazines and trade associations
Video facilities
Module Texts
Manning & Reece (2008) Selling Today - Creating Customer Value, 11th edition. Pearson
Lancaster & Jobber (2007) Selling & Sales Management, 7th edition. Prentice Hall
Lancaster & Jobber (2007) Selling & Sales Management, 7th edition. Prentice Hall