MKTG07075 2016 Selling

General Details

Full Title
Transcript Title
N/A %
Subject Area
MKTG - Marketing
BUS - Business
07 - NFQ Level 7
05 - 05 Credits
Start Term
2016 - Full Academic Year 2016-17
End Term
9999 - The End of Time
Suzanne Ryan
Programme Membership
SG_BADMN_B07 202100 Bachelor of Business in Business Administration L7 SG_BADMN_J07 202100 Bachelor of Business in Business Administration L7

Selling aims to develop an appreciation for the practice of selling techniques.  The student will learn to integrate knowledge, skills and competencies from sales in order to add value to a business offering.

Learning Outcomes

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


Explain the theoretical concepts and themes of selling.


Identify the advantages of having a sales culture within an organisation.


Examine the stages in the selling process and the role of the sales person.


Prepare and present a formal sales presentation.

Teaching and Learning Strategies

The teaching and learning for this module comprises of lectures and tutorials. Workshops, readings, case studies, readings and guest lecturers will also facilitate the teaching and learning in this module.

Module Assessment Strategies

  1. Explain the theoretical concepts and themes of selling. Teaching methods-lectures, readings, case studies, class discussion. Assessment methods- Case study and in class exam.
  2. Identify the advantages of having a sales culture within an organisation.Teaching methods-lectures, readings, case studies, class discussion. Assessment methods- Case study and in class exam.
  3. Examine the stages in the selling process and the role of the sales person. Teaching methods-lectures, readings, videos, simulation exercise, role play. Assessment methods-Individual/group project and In class exam.
  4. Prepare and present a formal sales presentation. Teaching methods-lectures and guest lecturers, class discussion, simulation exercise, role play. Assessment method - Individual presentation.


Repeat Assessments

The repeat assessment are the same as outlined above

Indicative Syllabus

The sales perspective (1)       20%                                                                                     

•Understand the development & role of selling within the marketing concept.

•Explain the relationship between sales and marketing. 

•Explore how a customer focused approach complements sales.

•Investigate the importance of relationship management.



The sales environment(1,2,3)  20%

•Discuss the importance of an organisational sales culture.

•Understand the forces impacting sales and sales management.

•Appreciate the problems and forces that surround organisational and service sales settings.

•Understand why salespeople must be agile in a changing business world.


Customer life time value (1, 2, 3) 20%

•Explore the concept of customer centricity and its importance to organisations.

•Identify the building blocks of customer life time value.

•Discuss how customer lifetime value and return on investment can assess the value of a customer.

•Describe how salespeople can leverage value for customers.


Organisational Buyer Behaviour (1, 3) 20%

•Understand the different motivations of consumer and organisational buyer behaviour.

•Investigate how to  approach consumer and organisational buyers.


Sales techniques (1,2,3,4) 20%

Explore prospecting and preapproach. 

Explain the role of relationship selling.

Comprehend the psychology of selling.

Identify what is involved in a sales presentation.

Develop personal selling skills

Appreciate the art of personal communication in selling

Understand the importance of negotiation skills.

Explore the role of entrepreneurship as a sales strategy.


Coursework & Assessment Breakdown

Coursework & Continuous Assessment
100 %

Coursework Assessment

Title Type Form Percent Week Learning Outcomes Assessed
1 Individual sales project Continuous Assessment Assignment 20 % Week 4 1,2,3
2 Sales Presentation Continuous Assessment Performance Evaluation 40 % OnGoing 3,4
3 Sales Letter Continuous Assessment Assignment 20 % OnGoing 1,3
4 Final Exam In class exam Continuous Assessment Closed Book Exam 20 % Week 8 1,2,3

Full Time Mode Workload

Type Location Description Hours Frequency Avg Workload
Lecture Lecture Theatre Lecture 1 Weekly 1.00
Lecture Lecture Theatre Lecture 1 Weekly 1.00
Tutorial Flat Classroom Tutorial 1 Weekly 1.00
Independent Learning Not Specified Independent Learning 3 Weekly 3.00
Lecture Flat Classroom Lecture 1 Weekly 1.00
Tutorial Flat Classroom Tutorial 1 Weekly 1.00
Total Full Time Average Weekly Learner Contact Time 5.00 Hours

Required & Recommended Book List

Recommended Reading
2015-08-23 Selling and Sales Management 10th edn (10th Edition) Prentice Hall
ISBN 1292078006 ISBN-13 9781292078007

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area. This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.

Recommended Reading
2008-06-01 The 25 Sales Habits of Highly Successful Salespeople Adams Media
ISBN 1598697579 ISBN-13 9781598697575

Now you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar. Schiffman lets you in on the industry's best-kept secrets.

Learn how to convert leads to sales, motivate yourself and motivate others, give killer presentations, and keep your sense of humor.

This new edition includes:

  • New examples using the latest advances in sales presentation technology
  • Up-to-date cases of these successful habits in action
  • Five bonus habits showing readers how to overcome mistakes, set sales timetables, and reexamine processes to shore up weaknesses
If you're a salesperson looking to succeed, this is the book for you!

Recommended Reading
2007-03-19 The Psychology of Sales Success: Learn to Think Like Your Customer to Clove Every Sale (SellingPower Library) McGraw-Hill Education
ISBN 0071476008 ISBN-13 9780071476003

If you're a sales professional who wants to succeed, you can benefit from these familiar words: Know thyself. Even more important, you should also know your customers. The Psychology of Sales Success shares insights into three psychological dynamics driving the sales process: the salesperson, the salesperson's desire for success, and the customer. Featuring action steps as well as knowledge from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, the book will help you to:

  • Develop a successful attitude, master the thinking habits of successful sales professionals, and harness their powers of concentration
  • Handle customer anger, procrastination, and rejection; deal with confrontations; and double their listening power in minutes
  • Lower their own anxieties and boost confidence, eliminate stress, and become more action oriented

Recommended Reading
2011-03-15 Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels AMACOM
ISBN 0814416179 ISBN-13 9780814416174

Do you sell products or services? It doesn't matter: What you're really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relation ship. For 40 years, Mack Hanan's "Consultative Selling" has empowered hundreds of thousands of sales professionals to reap maximum success, and the Eighth Edition is here to take them and you to the next level, with brand new sections on: creating a two-tiered sales model to separate consultative sales from commodity sales; building and using consultative databases for value propositions and proof of performance; studying your customers' cash flows to win proposals; using consultative selling strategies on the Web; and, coping with and reversing the inevitable 'no'. "Consultative Selling" is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome based branding approaches, and powerful consulting tactics that will make your customers' competition and your own rivals irrelevant.

Recommended Reading
2004-03-02 Sales Techniques (Briefcase Books Series) McGraw-Hill Education
ISBN 0071430016 ISBN-13 9780071430012

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

Recommended Reading
2007-07-03 Sales Presentation Techniques: That Really Work Adams Media

Sales Guru Stephan Schiffman shows you how to give your presentation the ultimate "wow" factor. In a business world moving at the speed of Blackberries and Bluetooth, Sales Presentation Techniques teaches you how to get and keep your audience's attention.

You will be ready to tackle the toughest boardrooms and conference halls after learning . . .The dos and don'ts of PowerPoint; How to properly prepare the day of your presentation; Strategic differences between presenting to an individual versus a group; The correct way to handle distractions; How to maintain and grow client relations; And much more.

Regarded as America's #1 Salesperson, Schiffman promises to make your presentations sharper and more effective. Thereby making your sales-and commissions-much greater.

Recommended Reading
2006-07-09 Selling Without Selling: 4-1/2 Steps to Success AMACOM
ISBN 0814474322 ISBN-13 9780814474327

"Selling Without Selling reveals the approach that Carol Super, ""Salesperson of the Decade"" at 3M/Media Networks (now owned by AOL/Time Warner) uses to produce double or triple the average sales of her colleagues -- every year. Sales professionals at all levels will learn Carol's secrets for: * communicating better by understanding different types of people * increasing the buyer's confidence while taking pressure off the seller * prioritizing tasks * qualifying prospects * knowing what to say (and what not to say!) * overcoming obstacles * and closing sales ""automatically"" (That's the half.) Loaded with sales scripts, personal stories, and perspectives on what makes a great salesperson, Selling Without Selling is a revolutionary tool from a proven sales star."

Recommended Reading
2008-06-30 Perfect Selling: Open the Door. Close the Deal. [PERFECT SELLING] McGraw-Hill

Recommended Reading
2011-09-19 Boosting sales: Increasing profits...without breaking the bank (Business on a Shoestring) A&C Black Business Information and Development

The ...on a Shoestring series helps small business owners grow their business imaginatively, effectively and without spending a fortune. Aimed at entrepreneurs with plenty of vision and commitment but not a lot of cash, each book is packed with ideas that really work, real-life examples, step-by-step advice and sources of further information.

Boosting your company's sales is essential if you're going to make a success of your business. This revised edition covers:

  • Looking at your current sales and working out where you want to go next
  • Making sure you're meeting a need
  • Playing to your strengths
  • Looking at your prices (and how you present them)
  • Talking to and nurturing your existing customers
  • Looking for new customers
  • Responding promptly to prospects
  • Improving your post-sales service
  • Working to guarantee repeat sales

'a great little package' The Bookseller

Module Resources

Non ISBN Literary Resources




URL Resources

Other Resources

Business Source Premier

Academic Source Premier



Journal of Personal Selling and Management

Journal of Marketing

European Journal of Marketing

Harvard Business Review

Irish Marketing Review

McKinsey Quarterly

Journal of Business Ethics



Marketing Magazine

Business and Finance

Business Week

The Irish Times

The Sunday Times

The Sunday Business Post

Additional Information