Module Details

Module Code: SELL H3328
Module Title: Professional Selling
Title: Professional Selling
Module Level:: 7
Credits:: 5
Module Coordinator: Myles Kelly
Module Author:: Deirdre Fleming
Domains:  
Module Description: 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 will be able to:
# Learning Outcome Description
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.
Dependencies
Module Recommendations

This is prior learning (or a practical skill) that is recommended before enrolment in this module.
No recommendations listed
Co-requisite Modules
No Co-requisite modules listed
Additional Requisite Information
No Co Requisites listed
 
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.
Module Content & Assessment
Assessment Breakdown%
Continuous Assessment100.00%

Assessments

Full Time

Continuous Assessment
Assessment Type Case Studies % of Total Mark 30
Timing Week 6 Learning Outcomes 1
Non-marked No
Assessment Description
In class case study exam assessing organisational Buyer Behaviour
Assessment Type Project % of Total Mark 70
Timing Sem 1 End Learning Outcomes 1,2,3
Non-marked No
Assessment Description
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.
No Project
No Practical
No End of Module Formal Examination
Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
Reassessment Description
Learners will be required to repeat the role play assessment and other practical assessments where they have not achieved the learning outcomes or pass grade.

SETU Carlow Campus reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Workload Category Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact No Description Every Week 3.00 3
Independent Learning Non Contact No Description Every Week 6.00 6
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Category Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact No Description Every Week 1.50 1.5
Independent Learning Time Non Contact No Description Every Week 7.50 7.5
Total Weekly Contact Hours 1.50
 
Module Resources
Recommended Book Resources
  • David Jobber,Geoffrey Lancaster,Kenneth Le Meunier-Fitzhugh. (2019), Selling and Sales Management, Pearson Higher Ed, p.496, [ISBN: 9781292205052].
  • Manning & Reece. (2014), Selling Today , International Edition., 13. Pearson prentice Hall.
Supplementary Book Resources
  • Diana Woodburn,Malcolm McDonald. (2011), Key Account Management, 3. John Wiley & Sons, p.476, [ISBN: 9780470974155].
  • Michael D. Hutt,Thomas W. Speh. (2012), Business Marketing Management: B2B, Cengage Learning, p.464, [ISBN: 9781133189565].
Recommended Article/Paper Resources
  • Journal. IMM, Industrial Marketing Management.
  • Journal. Journal of Personal Selling.
Other Resources
Discussion Note: