Module Descriptors
SELLING AND SALES MANAGEMENT
ENTP50015
Key Facts
Faculty of Business, Education and Law
Level 5
15 credits
Contact
Leader: William Ward
Email: John.Ward@staffs.ac.uk
Hours of Study
Scheduled Learning and Teaching Activities: 30
Independent Study Hours: 120
Total Learning Hours: 150
Assessment
- GROUP PRESENTATION weighted at 80%
- GROUP COURSEWORK weighted at 20%
Module Details
Module Indicative Content
- Personal Selling and the Marketing Concept
- The sales environment and new communications technology
- The role of the Sales Manager in managing the customer interface
- Types of selling
- Modern sales approaches to customer relationship management
- Personal characteristics needed for selling. Career planning and self-management
- Planning and conducting sales presentations and negotiations
- Managing and motivating the Sales Team
- The sales environment and new communications technology
- The role of the Sales Manager in managing the customer interface
- Types of selling
- Modern sales approaches to customer relationship management
- Personal characteristics needed for selling. Career planning and self-management
- Planning and conducting sales presentations and negotiations
- Managing and motivating the Sales Team
Module Learning Strategies
The learning strategy for this module requires students to commit 150 learning hours (including assessment). Of this, there will be 30 hours of class support and 120 hours of independent and self-directed study. Support will also be given by access to Scheduled Tutor Office Hours to support the module.
6 hours of lectures/large group based activity
12 hours of formal lectures
12 hours of tutor led activity - workshops and case study activity
Lectures will provide students with a broad theoretical overview and the conceptual frameworks needed to understand the Sales environment and the critical relationship between the Sales and Marketing professions, and particularly the place of Sales within the Marketing mix. These will emphasis the role of Sales Managers in managing the customer interface, allow students to analyse effective selling and negotiating skills and how to apply modern sales approaches to customer relationship management.
Tutorial/seminar support activities will provide students with the opportunity to develop and use a range of intellectual and communication skills to apply to a variety of sales and negotiations situations. The activities will include role plays, analysis of case studies and scenarios to develop practical solutions.
Independent study will require students to read in depth, prepare material for tutorials and assess taught material in relation to the assignment.
Students are also required to organise and review their lecture notes and undertake preparatory reading and research on assigned material in order to participate in, and lead, class discussions individually and as part of a group. Formative feedback will be provided on student led seminars and learning support material will be provided for the module.
6 hours of lectures/large group based activity
12 hours of formal lectures
12 hours of tutor led activity - workshops and case study activity
Lectures will provide students with a broad theoretical overview and the conceptual frameworks needed to understand the Sales environment and the critical relationship between the Sales and Marketing professions, and particularly the place of Sales within the Marketing mix. These will emphasis the role of Sales Managers in managing the customer interface, allow students to analyse effective selling and negotiating skills and how to apply modern sales approaches to customer relationship management.
Tutorial/seminar support activities will provide students with the opportunity to develop and use a range of intellectual and communication skills to apply to a variety of sales and negotiations situations. The activities will include role plays, analysis of case studies and scenarios to develop practical solutions.
Independent study will require students to read in depth, prepare material for tutorials and assess taught material in relation to the assignment.
Students are also required to organise and review their lecture notes and undertake preparatory reading and research on assigned material in order to participate in, and lead, class discussions individually and as part of a group. Formative feedback will be provided on student led seminars and learning support material will be provided for the module.
Module Resources
Academic journals
Practitioner magazines
A range of websites, including trade associations and institutions in the sales area
Access to the Internet and library resources
Presentation materials
Video facilities
Practitioner magazines
A range of websites, including trade associations and institutions in the sales area
Access to the Internet and library resources
Presentation materials
Video facilities
Module Texts
Manning & Reece (2006) Selling Today - Creating Customer Value, 10th edition. Pearson
Lancaster & Jobber (2007) Selling & Sales Management, 7th edition. Prentice Hall
Donaldson (2004) Sales Management, 3rd edition. Palgrave MacMillan
Lancaster & Jobber (2007) Selling & Sales Management, 7th edition. Prentice Hall
Donaldson (2004) Sales Management, 3rd edition. Palgrave MacMillan
Module Additional Assessment Details
An Assignment delivered as a group presentation weighted at 80%. 20% assessed as a Group Report of 1500 words.
Assesses all learning outcomes.
Assesses all learning outcomes.