Module Information for BM3343, 2016/7 - APPROVED
Module Title/Name: Professional Selling & Sales Management
Module Code: BM3343
School: Aston Business School
Module Type: Standard Module
New Module? No
Module Credits: 10
Module Management Information
Module Leader Name Email Address Telephone Number Office
Ad De Jong
[email protected] 3227 ABS 229
Additional Module Tutor(s): Greg Marshall. (
[email protected];
[email protected], )Wendy Tabrizi. (
[email protected], ABS247)Ad De Jong. (
[email protected], ABS 229)
Level Description: Level 6 (Bachelors)
Programmes in which available: None Specified
Contributing School & Subject Groups (and %): None Specified
Credit Value & ECTS Credits: 5
Available to Exchange Students?
Module Dependencies
Pre-requisites: None Specified
Co-requisites: None Specified
Prohibited Combinations: None Specified
Module Learning Information
Module Aims: This module aims to introduce students to the principles and practices of professional selling and sales management in the contemporary business environment. Module Learning Outcomes: * Students will be able to develop a sound working knowledge of sales concepts and theories which they will be able to apply in
corporate practice. * Students will be able to critically assess the concepts and theories of selling and sales management, describe and evaluate a variety of sales strategies and techniques, and solve sales issues and problems based on mini-cases study scenarios. * Students will be able to recall and recognise key sales concepts and theories, identify and apply a range of sales concepts and techniques, conduct desk research about sales and marketing issues, and report, analyse and synthesise findings in appropriate formats * Students will be able to demonstrate they can work cooperatively in small groups, present case solutions in an appropriate format, conduct desk research and interpret findings, develop their communication skills, work independently and responsibly using self-management and self-reliance, and develop sound time management skills. Indicative Module Content: * Introduction to Contemporary Selling/ Understanding Sellers and Buyers * Value Creation in Buyer-Seller Relationships * CRM and Sales Technologies * Prospecting and Sales Call Planning * Communicating the Sales Message * Negotiating for Win-Win Solutions * Closing the Sale and Follow-up * Salesperson Self-Management of Time and Territory * Salesperson Performance: Behaviour, Motivation, and Role Perceptions * Compensating and Evaluating Salespeople * Revision Session International Dimensions: In this module, students will be primed to recognise Europe?s internationalism. In this context, illustrative examples and cases are not drawn from Europe alone, but also North America. Similarly, while some cases and examples concentrate on national issues, many deal with pan-European and global issues, and have a strong international flavour. Corporate Connections: Where possible, examples in lectures are used from a company context and guest speakers will be invited to participate. Ethical Approval: This module does not require any primary research and so no ethical approval will be necessary. Links to Research: The module leader has conducted substantial research in the area of selling and sales management (especially in the areas of team selling, sales force control & compensation, as well as negotiation & price delegation to salespeople), and as a result numerous examples will be incorporated into the programme. Ethics, Social Responsibility and Sustainability: The module also covers the ethical issues surrounding sales and sales management
Module Delivery
Methods of Delivery & Learning Hours (by each method):
Method of Delivery
Learning Hours
Lecture:
12 hours
Tutorial:
4 hours
Workshop:
5 hours
Independent Study:
34 hours
Pre-Reading:
45 hours
Total Learning Hours:
100 hours
Learning & Teaching Rationale: Formal lectures provide a foundation for meeting many of the module's learning objectives; however to supplement this particular form of directed learning, tutorial sessions are included, as is an examination. Details of these will be outlined in Week 1. This will provide students with a good opportunity to ensure that key concepts are well understood and that the application of selling and sales management frameworks. Over the twelve study weeks of this module, students are expected to spend 100 hours in classes, discussion sessions, reading, class preparation and exam preparation. An indicative balance of student workload is indicated above.
Module Assessment
Methods of Assessment & associated weighting (including approaches to formative assessment as well as summative):
Assessment Type
Category
Duration/ Submission Date
Common Modules/ Exempt from Anonymous Marking
February to June Exam
Closed Book
2:00hrs
-
Details
Reflective Learning
Details
Week Number
Assessment Weight
-
80%
The Exam Is In Two Parts; Part A Relates To The Case Studies Included In The Course; Part B Are MCQs Based On The Lecture Content Individual Assignment
07/Apr/2017
Yes
-
20%
500 Word Reflection On The Sales Game; Template For This Will Be Available On Bb. Note 20% Mar Is Awarded For Submission Only Total:
100%
Method of Submission: Hard Copy Only Assessment Rationale: See above: The examination at the end of the module is designed to assess the learning outcomes. The examination will be a combination of essay style and multiple choice questions. The essay questions will be based on the mini case studies covered in the tutorial sessions. The multiple choice questions will be testing students' theoretical and applied knowledge of personal selling and sales management that is covered in the lectures. Feedback Rationale: In addition to the examination as a summative assessment method, there will be formative coursework comprising the preparation of mini-cases and discussion questions.Students will be expected to deliver solutions to a set of mini-cases during the tutorial sessions. The mini-case process asks students to carefully go through the reading material for each session in order to be able to clearly understand each mini-case assignment and deliver solutions. Whilst this coursework itself is not formally assessed, aspects of and solutions to the mini case studies will be used to form the essay questions in the examination. The sales game is especially meant to develop students' professional skills by designing a sales strategy and its potential benefit to the organisation and its customers and by providing a sales pitch (presentation) in a simulated environment. In the sales game, students operate in groups. This provides them the opportunity to work as part of a team and to develop organisational and interpersonal skills. The groups will be self-selected by the students. During the Sales game, student teams will receive formative feedback the can be used as input for the Reflective Assignment.
Module Teaching Frequency, Room & AV Requests
Teaching Frequency: 1 lecture every week plus alternate week tutorials
Room & AV Requirements: No Room Requirements Specified No AV Requirements Specified
Specialist Software in IT Labs: None Specified