Module Title:Professional Selling
Language of Instruction:English
Credits: 5
NFQ Level:7
Module Delivered In 5 programme(s)
Teaching & Learning Strategies: The emphasis in this module is on "action leaning". Class discussion and relevant case study material will be used to support the learners application of the the theory. Each learner will be provided with an opportunity to act out the role of a sales representative. This involves researching and preparing a sales dossier on a specific product line and a role play to sell it to a prospective customer. Learners are expected to apply the "selling process" and be equipped with a thorough knowledge of the buyer behaviour process, competitors and the company's product/services.
Module Aim: In this module learners explore the role and functions of the salesperson in a digital era, stages in the selling process will be fully explored. On and offline organisational buying behaviour is examined and learners will also look at B2B relationship building.
Learning Outcomes
On successful completion of this module the learner should be able to:
LO1 Assess how an in depth knowledge of the organizational buying behaviour/journey is critical to successful selling.
LO2 Demonstrate and Present an understanding of the professional Sales process in a Digital era.
LO3 Exercise appropriate judgement in the research, development and implementation of ethical and creative 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
Evolution of the sales Role in a Digital Era
Consultative Selling, Relationship and value added selling. Variety of Sales roles in the context of Digital Marketing.
Organizational Buying Behaviour
Who is involved in buying? How do they buy? What factors influence organisational purchasing? Purchasing behaviour within the context of strategic partnerships, supply chain management and digital selling.
Pre sales planning using digital tools
Preparation, Lead generation online, Getting the appointment through effective email.
Undertaking a FAB analysis
Identification of the products features, advantages and how to turn these into benefits for the customer.
Overview of the selling process
Opening, • S.P.I.N. method of asking questions • Using open and closed questions • How to conduct an effective demonstration, Typical sources of objections • Effective methods for dealing with objections • Seller negotiation techniques • Effective closing techniques.
Servicing the Sale
After sales and CX in B2B. the role of the relationship manager.
Assessment Breakdown%
Continuous Assessment100.00%
Continuous Assessment
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Case Studies In class case study exam assessing organisational Buyer Behaviour 1 30.00 Week 6
Project Sales Role-Play where learners prepare a research dossier on a prospective customer and then perform a sales role play presenting their chosen company's products/services to this customer. 1,2,3 70.00 Sem 1 End
No Project
No Practical
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 3.00
Independent Learning Every Week 6.00
Total Hours 9.00
Workload: Part Time
Workload Type Frequency Average Weekly Learner Workload
Lecture Every Week 1.50
Independent Learning Time Every Week 7.50
Total Hours 9.00
 

Module Delivered In

Programme Code Programme Semester Delivery
CW_HHMKT_B Bachelor of Business (Honours) in Marketing 5 Elective
CW_HHMKT_B Bachelor of Business (Honours) in Marketing 7 Group Elective 1
CW_BPMKT_D Bachelor of Business in Marketing 5 Elective
CW_BBDMA_B Bachelor of Science (Honours) in Digital Marketing with Analytics 5 Mandatory
CW_BBDMA_D Bachelor of Science in Digital Marketing with Analytics 5 Mandatory