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Parent Programme
Bachelor of Business
MODULE NFQ
Level 6
MODULE CREDIT UNITS
ECTS: 5
MODULE TITLE
Selling and Sales Management
Reference Code: BB7 615
STAGE
Year 2
Fall Semester 1
12 Weeks Full-Time X 3.15 Hours per week
12 Weeks Part-Time X 1.75 Hours per week

Minimum Intended Learning Outcomes (MIMLOs)

Upon successful completion of this module, the learner should be able to:
LO 1
Display an understanding of the fundamental elements of sales strategy.
LO 2
Define the relationship between sales and marketing within an organisation.
LO 3
Assess the importance of relationship management in sales.
LO 4
Apply a range of practical selling skills to different sales situations.
LO 5
Compare and contrast the motivations of buyers in consumer and organisational markets.

Assessment

MIMLOs
Assessment
Percentage
1, 2, 3, 4, 5
Project
100%

Reassessment Opportunity

Where the combined marks of the assessment and examination do not reach the pass mark the learner will be required to repeat the element of assessment that they failed. Reassessment materials will be published on Moodle after the Examination Board and will be aligned to the MIMLOs and learners will be capped at 40% unless there are personal mitigating circumstances.

Selling and Sales Management

Aims & Objectives

The aim of the module is to convey the pertinent elements of a sales strategy and the role of the selling function in modern business.

  • Understand the value of a mutually beneficial, longer-term relationships between the organisation and its customers.
  • Describe the relationship between consumer and organisational buyer behaviour, and sales optimization.
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