Module Title:Selling
Language of Instruction:English
Credits: 5
NFQ Level:7
Module Delivered In 2 programme(s)
Teaching & Learning Strategies: 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
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 Assessment30.00%
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
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

ITCarlow reserves the right to alter the nature and timings of assessment


Module Workload

Workload: Full Time
Workload Type Frequency Average Weekly Learner Workload
Lecture Every Week 1.50
Independent Learning Every Week 2.00
Total Hours 3.50
Workload: Part Time
Workload Type Frequency Average Weekly Learner Workload
Independent Learning Time 26 Weeks per Stage 3.10
Lecture 26 Weeks per Stage 0.75
Total Hours 100.00

Module Delivered In

Programme Code Programme Semester Delivery
CW_HHMKT_B Bachelor of Business (Honours) in Marketing 3 Elective
CW_BRLMB_B Bachelor of Business(Honours) in Management 3 Elective