MKTG06050 2016 Principles of Sales

General Details

Full Title

Principles of Sales

Transcript Title

Principles of Sales

Code

MKTG06050

Attendance

N/A %

Subject Area

MKTG - 0414 Marketing & Advertising

Department

MRKT - Marketing, Tourism and Leisure

Level

06 - Level 6

Credit

05 - 05 Credits

Duration

Semester

Fee

€

Start Term

2016 - Full Academic Year 2016-17

End Term

9999 - The End of Time

Author(s)

Aine Doherty, Suzanne Ryan

Programme Membership

SG_BSALE_B07 201600 Bachelor of Business in Marketing and Sales SG_BINTE_H08 201600 Bachelor of Business (Honours) in International Marketing and Languages SG_BSALE_B07 201700 Bachelor of Business in Marketing and Sales SG_BIMFR_H08 201900 Bachelor of Business (Honours) in Business in International Marketing with French SG_BIMSP_H08 201900 Bachelor of Business (Honours) in Business in International Marketing with Spanish SG_BSALE_B07 201900 Bachelor of Business in Business in Marketing and Sales SG_BINTE_H08 201900 Bachelor of Business (Honours) in International Marketing and Languages SG_BSALE_B07 202100 Bachelor of Business in Business in Marketing and Sales SG_BINTE_H08 202100 Bachelor of Business (Honours) in International Marketing and Languages SG_BINTE_H08 202200 Bachelor of Business (Honours) in International Marketing and Languages SG_BSALE_B07 202200 Bachelor of Business in Marketing and Sales

Description

This subject aims to develop an appreciation of the principles of relationship selling.

Learning Outcomes

On completion of this module the learner will/should be able to;

Distinguish between the theoretical concepts and themes of relationship sales.

Learn and use professional selling/marketing terminology and vocabulary.

Identify the advantages of having a sales and marketing culture in an organisation.

Examine the role of the salesperson,

Explain value creation in the salesperson - customer relationship.

Examine the stages in sales call planning.

Explore the ethical issues concerning sales and salespeople.

Teaching and Learning Strategies

The teaching and learning for this module comprises of lectures and tutorials. A problem based learning approach is used through case studies. Workshops, readings, simulation exercises and guest lecturers will also facilate the teaching and learning in this module

Module Assessment Strategies

Distinguish between the theoretical concepts and themes of relationship sales. Teaching methods-lectures, readings, case studies and workshops. Assessment methods- individual assessment and final examination question.

Learn professional selling/ marketing terminology and vocabulary. Teaching methods-lectures, readings, role-plays, workshops and guest lectures. Assessment methods- presentations, final examination question and discussions.

Identify the advantages of having a sales and marketing culture in an organisation.Teaching methods-lectures, readings, case studies, workshops,Assessment methods-individual/group project and final examination question.

Examine the role of the salesperson,Teaching methods-lectures, case-studies, guest lectures, role plays, workshops, seminars.Assessment methods-interview, individual/group project.

Explain value creation in the salesperson - customer relationship. Teaching methods-lectures, readings, role-plays, workshops and guest lectures. Assessment methods-presentations and final examination question.

Examine the stages in sales call planning. Teaching methods-guest lecturers, simulation exercises and role plays. Assessment methods-Individual project/ presentation, and final examination question.

Explore the ethical issues concerning sales and salespeople. Teaching methods-lectures, case-studies, guest lectures, role plays, workshops and seminars. Assessment methods-individual/group project and final examination question.

Repeat Assessments

The repeat assessments are the same as the assessment strategies already outlined.

Indicative Syllabus

1. Relationship selling

Identify and define the concept of relationship selling.
Understand the importance of customer centricity in selling.
Explain why value is a central theme in relationship selling.
Identify the process involved in relationship selling.
Identify the elements in managing relationship selling.
Discuss the components of the internal and external environment for relationship selling.
Understand why sales people must be agile in a changing business world.

2. The role of salespeople and buyers in today's organisational marketplace.

Explore the historical basis for stereotyped views of selling in society.
Identify and explain the key success factors for sales people performance.
Discuss the difference types of selling.
Explain the roles of the various participants in an organisational buying team.
Outline the stages in organisational buyer decision making.
Distinguish among different organisational buying situations.
Understand the concept of CRM and how it serves to help sales people manage information.

3. Value creation buyer-salesperson relationships.

Understand the development and role of selling within the marketing concept.
Explain the relationship of the role of selling and marketing within an organisation.
Explore the concept of perceived value and the importance to relationship selling,
Explain why customer loyalty is critical to business success.
Recognise and discuss the value chain.
Identify how value can be communicated in the sales message for each category.
Understand how to manage customer expectations.

4. Ethical and legal issues in relationship selling

Understand the importance of ethical behaviour in sales and sales management.
Identify the ethical concerns facing salespeople as they relate to customers and employers.
Discuss the legal issues in relationship selling.
Create a personal code of ethics.

5. Sales call planning

Describe how to qualify a lead as a prospect.
Explain why prospecting is important to long-term success in relationship selling.
Identify the various sources of prospects..
Prepare a prospecting plan.
Explain call reluctance and identify how to overcome it.

Coursework & Assessment Breakdown

Coursework & Continuous Assessment

40 %

End of Semester / Year Formal Exam

60 %

Coursework Assessment

	Title	Type	Form	Percent	Week	Learning Outcomes Assessed
1	Individual/ group project	Coursework Assessment	Project	30 %	Week 8	1,2,3,4,5,6,7
2	Presentation of project	Coursework Assessment	Oral Exam/Presentation	10 %	Week 10	1,2,3,4,5,6,7

End of Semester / Year Assessment

	Title	Type	Form	Percent	Week	Learning Outcomes Assessed
1	2hr final exam	Final Exam	Closed Book Exam	60 %	End of Term	1,2,3,4,5,6,7

Full Time Mode Workload

Type	Location	Description	Hours	Frequency	Avg Workload
Independent Learning	UNKNOWN	Independent Learning	4	Weekly	4.00
Lecture	Lecture Theatre	Lecture	1	Weekly	1.00
Lecture	Lecture Theatre	Lecture	1	Weekly	1.00
Tutorial	Flat Classroom	Tutorial	1	Weekly	1.00
Tutorial	Flat Classroom	Tutorial	1	Weekly	1.00

Total Full Time Average Weekly Learner Contact Time 4.00 Hours

Required & Recommended Book List

Recommended Reading
Jobber: Selling & Sales Management 9th (ninth) Edition by Jobber, David, Lancaster, Geoffrey published by Pearson (2012) Pearson

Recommended Reading
2010-01-08 CustomerCentric Selling, Second Edition McGraw-Hill Education
ISBN 0071637087 ISBN-13 9780071637084

The Web has changed the game for your customers and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience.

Your business and its people need to be CustomerCentricwilling and able to identify and serve customers needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But todays buyers no longer want or need to be sold in traditional ways.

CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with todays clients to achieve optimal results:

Having conversations instead of making presentations
Asking relevant questions instead of offering opinions
Focusing on solutions and not only relationships
Targeting businesspeople instead of gravitating toward users
Relating product usage instead of relying on features
Competing to winnot just to stay busy
Closing on the buyers timeline (instead of yours)
Empowering buyers instead of trying to sell them

Whats more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organizations resources. Perhaps you feel you dont have the smartest internal systems in place to ensure an ideal workflow. (Perhaps, as is all too common, you lack identifiable systems almost entirely.) From the basicsand beyondof strategic budgeting and negotiation to assessing and developing the skills of your sales force, youll learn how to make sure that each step your business takes is the right one.

Recommended Reading
2012-10-10 ABC's of Relationship Selling through Service McGraw-Hill Education
ISBN 0078028930 ISBN-13 9780078028939

ABCs of Relationship Selling 12e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

Recommended Reading
2008-03-17 Selling Your Ideas to Your Organization Pfeiffer
ISBN 1604910259 ISBN-13 9781604910254

If you've got an idea you want to sell, you need to do two things: scan your environment and use effective tactics. This guidebook explains how to scan your environment and provides a collection of tactics you can use to sell your idea. Using this systematic approach will make you more likely to accomplish your objective - solving a problem or making an improvement for the benefit of individuals, groups, and the organization as a whole.

Recommended Reading
2013-03-05 Fundamentals of Selling: Customers for Life through Service McGraw-Hill Education
ISBN 0077861019 ISBN-13 9780077861018

Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

Recommended Reading
2014 Selling Today: Partnering to Create Value Pearson Education Limited
ISBN 1292060174 ISBN-13 9781292060170

Barry Reece, Gerald L. Manning Michael Ahearne (Author)

Recommended Reading
2005-12-08 Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships McGraw-Hill Education

Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyers trust.

Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.

Recommended Reading
2003-10-10 The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof McGraw-Hill
ISBN 0071416617 ISBN-13 9780071416610

Reveals the secrets behind the phenomenal success of today's top sales professionals

In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment.

DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers.

With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers:

The 10 key imperatives for becoming an exceptional performer in today's selling environment
How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession
How to identify clients' needs and create solutions to fit those needs
How to build strong relationships with customers and manage those relationships for long-term success

Module Resources

Non ISBN Literary Resources

Core Text

Title	Author	Publisher	Year
Selling and sales management	Jobber, D and Lancaster, G	Prentice Hall	2012

Supplementary Texts

Customer Centric selling	Bosworth, M.T.and Holland, J.	McGraw-Hill	2004
Sales and key account management	Blythe, J.	Thomson Learning,	2008
Select selling	Daly, D. and O'Dea, P.	Oak Tree Press	2008
The 10 immutable laws of power selling the key to winning sales, wowing customers, and driving your profits through the roof	DeSena, J. A.	McGraw-Hill	2004
ABCs of relationship selling through service	Futrell, C. M.	McGraw-Hill Education	2012
Trust-based selling using customer focus and collaboration to build long-term relationships	Green, C. H.	McGraw-Hill	2010
Perfect selling open the door, close the deal	Richardson, Linda	McGraw-Hill	2011
Selling your ideas to your organization	Scharlatt, H.	Center for Creative Leadership	2008
Grab their attention	Walker G	Oak Tree Press	1998

URL Resources

www.sii.ie

www.mii.ie

www.ama.org

Other Resources

Business Source Premier

Academic Source Premier

Emerald

Blogs

http://thesalesblog.com/

http://asalesguy.com/

http://www.sellingfearlessly.com/