The aim of this module is to develop a knowledge and understanding of the processes, skills and technology required to find, recognise and engage with target customers to support the sales cycle and to develop profitable and sustainable customer relationships.

- Defining the term, 'prospecting'
- Customer profiling
- Sources of prospects
- How to generate leads
- Database and knowledge management
- Technology-enabled selling and lead management
- Qualifying prospects
- The pre-planning process
- Self-Awareness & Effective Communication Skills
- Assertiveness, Empathy, Active Listening & NLP
- Time Management and Delegation Skills
- Setting sales objectives and targets
- Integrating sales and marketing
- The sales cycle
- The pre-sale process

The learning strategy for this module requires students to commit 150 learning hours (including assessment). This will include 12 hours of class support, delivered during two 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The second day 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

Blackboard website
University Campus Library
Off-campus, on-line library resources
www.cim.co.uk (Chartered Institute of Marketing)
www.ismm.co.uk (Institute of Sales and Marketing Management)
Trade and Professional Journals

Brassington, F., & Pettitt, S., (2007) Essentials of Marketing (2nd Edition) Prentice Hall/FT
Jobber, D. & Lancaster, G. (2009) Selling and Sales Management 8th ed., Harlow, Pearson Education
Rogers, B. (2007) Rethinking Sales Management: a Strategic Guide for Practitioners John Wiley and Sons
Wilson, A., (2006) Marketing Research: an Integrated Approach 2nd ed., Financial Times/Prentice Hall
Cassell, J. & Bird, T. (2009) Brilliant Selling: what the best salespeople know, do and say Middlesex, England, Pearson
Cook, N. (2009) The Secrets of Success in Selling: 12 ways to achieve exceptional results London, Pearson

1. Produce a customer outline (25%) to include:
a. A customer profile
b. A product/service outline brief
c A description of a target prospect
(Learning Outcomes 1 & 2)

2. Produce a call preparation sheet (25%) (Learning Outcome 1 & 3)

3. Perform a selling role play (50%) (Learning Outcome 4)