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Parent Programme
Bachelor of Business Level 7 NFQ
NFQ Level & Reference
Level 6 / Ref: M2.5
Duration
12 Weeks X 2.5 Hours per week
MODULE TITLE
Selling and Sales Management
STAGE
2
Module Credit Units
5

Selling & Sales

Introduction Selling & Sales

The selling and sales management function has evolved significantly in a global context, integrating seamlessly with marketing to achieve business objectives. This module provides learners with an understanding of the pertinent elements of a sales strategy and the role of the selling function in modern business, the value of mutually beneficial, longer-term relationships between the organisation and its customers, and the relationship between consumer and organisational buyer behaviour, and sales optimisation.

Indicative Syllabus Content

Selling and Sales Management

Development & Role of Selling in Marketing

  • Defining personal selling;
  • Key qualities of salespeople;
  • The role of the sales force;
  • Types of selling;
  • The important link with the Marketing function.

The Sales Environment

  • Differences between consumer and organisational buying;
  • Consumer and organisational decision-making process;
  • Sales settings;
  • Sales strategies;
  • International selling.

Sales Responsibilities & Preparation

  • Personal selling skills;
  • Understanding the product;
  • Examining the buyer’s decision-making unit;
  • Prospecting;
  • Sales negotiation strategies and tactics

Organisation & Control of the Sales Function

  • Recruitment; Motivation;
  • Compensation;
  • Route planning;
  • Territory management;
  • Sales force evaluation

Sales Forecasting and Budgeting

  • Qualitative and quantitative methods of forecasting sales.

Relationship Selling

  • Key Account Management.

Internet, Social Media and AI Applications in Selling

  • The Impact of technology on the sales function, including AI integration into sales strategy;
  • Customer Relationship Management (CRM); Using technology to improve sales management and support sales activities.

Law & Ethical Issues

  • Ethics of Sales;
  • Social Responsibility of Sales;
  • Legal issues in selling

Features/Benefits/Compelling sales messaging.

  • Structuring the sales messaging in a selling context

Pricing methodology

  • Price positioning
  • Retail psychology

Minimum Intended Learning Outcomes (MIMLOs)

Upon successful completion of this module, the learner should be able to:
MIMLO1
Display an understanding of the fundamental elements of sales strategy and the alignment of the sales and marketing strategies
MIMLO2
Assess the importance of relationship management in sales and the importance of sustainability from the organisation’s perspective
MIMLO3
Apply a range of practical selling skills to different sales situations and demonstrate the ability to apply compelling sales messaging in negation
MIMLO4
Compare and contrast the motivations of buyers in consumer and organisational markets
MIMLO5
Display understanding of the categorisation of products, services, price positioning and profitability
MIMLO6
Demonstrate an understanding of the of legal and ethical issues in relation to selling

Assessment

MIMLOs
Assessment
Percentage
1, 2, 3, 4, 5, 6
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 meeting and will be aligned to the MIMLOs and learners will be capped at 40% unless there are personal mitigating circumstances.

Aims & Objectives

The objective of this Selling and Sales management module is to enable the learner to understand the importance of selling with emphasise on building long-term, mutually beneficial relationships with both customers and consumers, and distinguishing their roles. Effective strategies focus on clear communication of product features and benefits, understanding buyer behaviour, and implementing sustainable practices to optimise sales and enhance brand reputation.

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