Sales & Negotiating Project

5 ECTS credits

This module is designed to form a capstone which facilitates learners in consolidating the key strands of the Sales and Management programme in an integrative sales negotiation project.

On successful completion of this module learners should be able to:

1. Work as part of an international team in a foreign business environment.

2. Conduct comprehensive market analysis and base managerial decisions on the findings.

3. Identify and apply the cross disciplinary relevance of learning achieved in the other Sales and Management modules.

4. Generate a culturally and commercially appropriate buyer-seller relationship.

5. Research, design and produce industry standard sales support documents.

6. Prepare and deliver an interactive sales negotiation that addresses each stage of the personal selling process.

Course Content:

Tutorial 1

Initial Tutorial:  Having introduced the project in the first sales management class, groups are formed and invited to meet the co-ordinator to discuss: project framework and parameters; timelines and requirements; group work styles; selling products/services, potential products for the project.

Tutorial 2

Progress Tutorial: To coincide approximately with Session 4 (and its subject matter) of the Sales Management Module, groups are invited to arrange a meeting to update the co-ordinator on progress to date, obstacles encountered, economic and cultural challenges and any group issues.

Tutorial 3

Sales Appointment Letter Tutorial:  To coincide approximately with Session 6 (and its subject matter) of the Sales Management Module, groups are scheduled to meet the co-ordinator to discuss and explore the options and technical techniques required in the sales appointment letter. Further support is offered through the Business Communications Skills Module.

Tutorial 4

Sales Brochure Tutorial: To coincide approximately with Session 8 (and its subject matter) of the Sales Management Module, groups are scheduled to meet the co-ordinator to discuss the specifications of (a) sales support letters and (b) brochures.

Tutorial 5

Sales Negotiation Tutorial: To coincide approximately with Session 9 (and its subject matter) of the Sales Management Module,  groups are scheduled to meet the co-ordinator to discuss their presentation strategy, the finer detail of the seven stages of the personal selling process, group and individual roles, pre-presentation planning, buyer handling techniques and strategies to maximise performance.

Reading Lists and Other Resources

Textbook / Journal based Resources:

Donaldson, Bill. Sales Management: Principles, Process and Practice.  3rd ed. Palgrave, 2007.

Jobber,David and Geoffrey Lancaster. Selling and Sales Management. 8th ed. Prentice Hall, 2009.

Spiro,  Rosanne,Gregory A Rich William J Stanton. Management of a Sales Force. 12th ed. McGraw-Hill, l 2008.

Johnston, Mark W  and Greg Marshall. Sales Force Management.  10th ed. McGraw-Hill, 2010.

Underhill, Paco. Why we Buy: the Science of Shopping.  Simon and Schuster,  2008.

Hayes-McCoy, Robert. Persuasive Direct Marketing: Here’s What You Say and How You Write It!  Oak Tree Press, 2004.