Module Details

Module Code: MRKT B7021
Full Title: Sales Management & Practice
Valid From:: Semester 1 - 2019/20 ( June 2019 )
Language of Instruction:English
Duration: 1 Semester
Credits:: 5
Module Owner:: John Sisk
Departments: Unknown
Module Description: This module covers the practical skills and managerial knowledge required to appreciate the critical part played by the sales function.
 
Module Learning Outcome
On successful completion of this module the learner will be able to:
# Module Learning Outcome Description
MLO1 Evaluate the central role of selling within the context of a successful enterprise.
MLO2 Identify and examine the models associated with the selling activity.
MLO3 Discuss and present in a professional manner the work that s/he has prepared.
MLO4 Think, evaluate and act on his/her feet
MLO5 Recognise the importance of team work, while working under strict deadlines.
Pre-requisite learning
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named DkIT module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
No recommendations listed
 
Module Indicative Content
Introduction To Selling:The Management & Practice of Selling.
The critical importance of selling in contemporary business activity. The role of sales management and practice,acvtivities- past present and future.
Management: Sales Models
What supports are there to enable an enterprise build a viable sales structure. The process of selling: prospecting & pre-approach, the sales presentation, closing the sale, the after-sales activity.Technology and the sales function.
Management: Managing the Sales Function
Recruiting staff, compensating and motivating the sales team in a dynamic market-space, allocation of the sales force, operating in a global environment.
Practice: Preparing for the Sales Presentation.
Contemporary presentation techniques, the practicalities involved, how to prepare for success and failure. Working with global partners.
Practice: The Sales Presentation
How to prepare. Pragmatic examples of what to do, what to avoid. Presenting to friends, and strangers, domestic and global. Cultural issues, time zones, and work ethic.
Contemporary Issues: Representative Organistions and Market Trends
The organisations that represent the evolving practice and profession of selling, domestic and global.
Module reference materials
It is critical that learners are kept up to speed with contemporary developments in this area of study. Learners will be guided to the most relevant sources of information: Social Media ( TWITTER feeds,bloggs, web sites) representative organisations, print media, text books and academic journals.
Module Assessment
Assessment Breakdown%
Course Work60.00%
Final Examination40.00%
Module Special Regulation
 

Assessments

Full-time

No Course Work
No Project
Practical
Assessment Type Practical/Skills Evaluation % of Total Mark 60
Marks Out Of 100 Pass Mark 40
Timing n/a Learning Outcome 3,4,5
Duration in minutes 0
Assessment Description
Learners will be required as individuals and as part of a team, to demonstrate their selling skills. This activity will be recorded and relayed back to learners to support the learning activity. There will be a number of these activities designed tio build upon one another.
Final Examination
Assessment Type Formal Exam % of Total Mark 40
Marks Out Of 100 Pass Mark 40
Timing End-of-Semester Learning Outcome 1,2
Duration in minutes 120
Assessment Description
End of semester esasy style questions

Part-time

No Course Work
No Project
Practical
Assessment Type Practical/Skills Evaluation % of Total Mark 60
Marks Out Of 100 Pass Mark 40
Timing n/a Learning Outcome 3,4,5
Duration in minutes 60
Assessment Description
Learners will be required as individuals and as part of a team, to demonstrate their selling skills. This activity will be recorded and relayed back to learners to support the learning activity. There will be a number of these activities designed tio build upon one another.
Final Examination
Assessment Type Formal Exam % of Total Mark 40
Marks Out Of 100 Pass Mark 40
Timing End-of-Semester Learning Outcome 1,2
Duration in minutes 120
Assessment Description
End of semester esasy style questions
Reassessment Requirement
A repeat examination
Reassessment of this module will consist of a repeat examination. It is possible that there will also be a requirement to be reassessed in a coursework element.

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

 

Module Workload

Workload: Full-time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecturer-Supervised Learning (Contact) Contact In class and on-line activity. learners are guided through a series of workshops designed to allow and encourage them to practice the selling skills described in class interaction. Every Week 3.00 3
Independent Study Non Contact Learners are encouraged to locate and study material that will support the classroom learning experience Every Week 3.00 3
Directed Reading Non Contact Readings as directed to supplement lecture material. Every Week 3.00 3
Total Weekly Learner Workload 9.00
Total Weekly Contact Hours 3.00
Workload: Part-time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecturer Supervised Learning (non-contact) Non Contact In class and on-line activity. learners are guided through a series of workshops designed to allow and encourage them to practice the selling skills described in class interaction. Every Week 2.00 2
Independent Study Non Contact Learners are encouraged to locate and study material that will support the classroom learning experience Every Week 3.00 3
Directed Reading Non Contact Readings as directed to supplement lecture material. Every Week 4.00 4
Total Weekly Learner Workload 9.00
Total Weekly Contact Hours 2.00
 
Module Resources
Recommended Book Resources
  • Johnston & Marshall. (2016), Contemporary Selling, 5. 13, Routledge, UK, p.413, [ISBN: 978-1-138-951].
This module does not have any article/paper resources
Other Resources
  • Social Media Sites, Learners will access/follow platforms that will keep them abreast of contemporary activity in this area of study..
  • Company sources, Press releases and other sources will be used to complete assignments.
  • Other media, TV, radio, traditional press will also be used.