The emphasis in this course in on "action leaning". Class discussion and relevant case study material will be used to support the student's application of the the theory. Each student will be provided with an opportunity to act out the role of a sales representation. This involves researching and preparation of a sales dossier on a specific product line. Students are then expected to apply the "selling process" and be equipped with a thorough knowledge of competitors and the company's marketing/selling strategy.
Module Aim:
The aim of this module is to examine how critical an in depth understanding of business buying behaviour is to overall business selling success. Each student will experience hands on and practical skills in performing the steps in the selling process.
Learning Outcomes
On successful completion of this module the learner should be able to:
LO1
Assess how an in depth knowledge of organizational buying behaviour is critical to successful selling.
LO2
Prepare a pre-sale research dossier on a selected business client prospect.
LO3
Role play as a business to business sales representative applying the selling process.
LO4
Propose sales solutions to complex sales management scenarios
Pre-requisite learning
Module Recommendations
This is prior learning (or a practical skill) that is recommended before enrolment in this module.
No recommendations listed
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
Requirements
This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed.
No requirements listed
Module Content & Assessment
Indicative Content
Organizational Buying Behaviour
• Who is involved in buying?
• How do they buy?
• What factors influence them in their purchasing?
• Purchasing behaviour within the context of strategic partnerships and supply chain management
The Selling Process: Overview
• Preparation
• Lead generation
• Getting the appointment
• First impressions
Undertaking a FAB analysis
Identification of the products features, advantages and how to turn these into benefits for the customer
Identification of the buyers needs and presentations/demonstrations.
• S.P.I.N. method of asking questions
• Using open and closed questions
• How to conduct an effective demonstration
Dealing with objections, negotiations and closing the sale:
• Typical sources of objections
• Effective methods for dealing with objections
• Seller negotiation techniques
• Effective closing techniques
Assessment Breakdown
%
Continuous Assessment
30.00%
Practical
70.00%
Continuous Assessment
Assessment Type
Assessment Description
Outcome addressed
% of total
Assessment Date
Case Studies
In class case study exam mid-way through term
1,4
30.00
n/a
No Project
Practical
Assessment Type
Assessment Description
Outcome addressed
% of total
Assessment Date
Practical/Skills Evaluation
Sales Role-Play where student prepares a research brief on a business client and then performs a sales role play.
1,2,3,4
70.00
n/a
No End of Module Formal Examination
SETU Carlow Campus reserves the right to alter the nature and timings of assessment