Staffordshire University electronic resources and off-campus library facilities
The Blackboard website

The learning strategy for this module requires students to commit 150 learning hours (including assessment). This will include 24 hours of class support and 126 hours of independent and self directed study.

The class sessions will include formal lectures, case study analysis and group discussions/role play 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.

This module will develop an understanding of the techniques of selling in the context of both the service and merchandising aspects of a small business.
This will include:

- Personal selling and the marketing concept, how they fit into your business plan
- Types of selling and the role of merchandising in salon management
- Sales approaches to customer relationship management
- Selling to different types of customer; interpersonal skills and body language/NLP
- Personal characteristics needed for selling
- Planning and conducting sales presentations; negotiating with suppliers
- Managing and motivating a sales team

Report (1500 words) (80%) to include an evaluation of an existing sales and/or merchandising strategy with recommendations for future development. (Learning Outcomes 1 - 3)

Oral presentation, supported by a visual aid, eg. Powerpoint (10 mins) (20%) (Learning Outcome 4)

Lancaster, G. and Jobber, D. (2009) Selling and Sales Management. Prentice Hall.
Donaldson, B. (2007) Sales Management, Palgrave MacMillan
Rogers, B. (2007) Rethinking Sales Management - A Strategic Guide for Practitioners. John Wiley and Sons
Morgan, T. (2008) Visual Merchandising. Lawrence King.