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.

This module is intended to provide the student with an insight into complex legal and ethical issues surrounding the sales process, the developing importance of consumerism and the contractual responsibilities placed upon sales professionals by key regulatory instruments.

- The key legal and ethical issues influencing selling and marketing practices
- Consumerism and the consumer movement
- Consumer protection and the principal laws connected to it
- The Contract of Sale and its terms and conditions
- Business practices and legal controls
- Ethical issues and corporate responsibility
- Competition, collusion and inducements
- International regulations and constraints

Produce a leaflet to raise awareness of legal and ethical issues in sales. Consideration should be given to how the organisation has responded to (or should respond to) both regulatory changes in the past ten years and the planned future changes to its sales and marketing strategies arising from the growing importance of social and corporate responsibility. (equivalent to 1,000 words)

Supporting notes (500 words) should include a rationale for the approach taken.

(100%) (Learning Outcomes 1-3)

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)
www.bbc.co.uk/business
www.asa.org.uk
Trade and Professional Journals

Brassington, F., & Pettitt, S., (2007) Essentials of Marketing (2nd Edition) Prentice Hall/FT
Jobber, D. (2009) Principles and Practice of Marketing Harlow, Pearson Education
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
Lovell, A. & Fisher, C. (2006) Business Ethics and Values; individual, corporate and international perspectives Upper Saddle River, N.J., FT/Prentice Hall