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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

Module Unit

Development & Role of Selling in Marketing

Selling & Sales

The indicative syllabus of this module is outlined in the units below:

  • 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

Selling & Sales

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

Selling & Sales Function

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.

Sales & Selling, Using Technology & Legal Issues

Relationship Selling

  • Key Account Management. 

Internet & IT Applications in Selling

  • The Impact of technology on the sales function;
  • 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.

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.

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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