MKTG09005 2016 Sales Practice
Sales practice examines the strategic importance of sales activity for a firm. It focuses on the design and implementation of a sales culture within an organisation as well as on the management of a sales strategy. The student will learn to integrate knowledge, skills and competencies from the sales discipline in order to add value to a business offering.
On completion of this module the learner will/should be able to;
Identify and apply knowledge from the sales field.
Assess the advantages of having a sales culture within an organisation.
Comprehend the management issues in developing and maintaining a sales strategy.
Prepare and present a formal sales presentation.
Appreciate the role of strategic selling.
Be cognisant of recent academic articles on sales.
Investigate the contemporary sales and sales management issues.
Teaching and Learning Strategies
The teaching and learning for this module comprises of lectures and tutorials. Readings, workshops, case studies and guest lecturers will also faciliate the taching and lerarming of the module.
Module Assessment Strategies
Achieving and Assessing the Attainment of Learning Outcomes
1.Identify and apply knowledge from the sales field.
Lectures, readings, case studies, class discussion
Final Examination question
2. Assess the advantages of having a sales culture within an organisation
Lectures, readings, videos
3. Assess the advantages of a business having an outward looking sales approach
Case studies, readings
4. Comprehend the management issues in developing and maintaining a sales strategy
Guest lecturers, lectures, readings and case studies
Individual presentation and Final exam
5. Prepare and present a formal sales presentation
Lectures and guest lecturers, class discussion, simulation exercise, role play
6. Be cognisant of recent academic articles on sales
Lectures, readings and class discussions
Presentation, final exam and essay
7. Investigate the contemporary sales and sales management issues.
Lectures, readings, class discussions
The repeat assessments are the same as outlined in the assessment strategies.
1. The art of persuasion 20%
- Explore themes of creative selling and sales management.
- Investigate B2B and B2C selling activities.
- Evaluate the stages in the selling process and the role of the sales person.
- Building a culture of sales mindedness.
- Preparation and delivery of a formal professional sales presentation
2. Sales management activities 40%
- Identify the sales organisation structure and deployment.
- Appreciate the importance of leadership and supervision in sales management.
- Investigate the recruitment and selection of the salesforce.
- Explore motivation and reward system management
- Determine salesforce effectiveness and performance.
- Evaluate the performance of salespeople.
- Examine peak sales organisation performance.
- Appreciate that role of servicing the customer to build customer lifetime value.
- Examine the sales organisation teamwork.
- Design a sales plan.
- Development of an entrepreneurial sales organisation.
3. Strategic Selling 20%
- Appreciate strategic selling.
- Explore the key elements of strategic selling.
- Discuss the problems associated with sales strategy.
- Examine the link between strategy and sales territory.
- Examine the use of strategic account management.
4. Contemporary issues in sales and sales management 20%
- Investigate the changing world of sales.
- Exploring the role of CRM in selling.
- Discussing the impact of Store Atmospherics on the selling process
- Examining the role of Social Responsibility in selling
- Debating the question of "The Death of the Salesman" in modern business
Coursework & Assessment Breakdown
|Title||Type||Form||Percent||Week||Learning Outcomes Assessed|
|1||Individual Project Sales presentation||Continuous Assessment||Practical Evaluation||25 %||Week 7||4|
|2||Individual Project Sales management||Continuous Assessment||Project||25 %||End of Term||1,3,5,6,7|
End of Semester / Year Assessment
|Title||Type||Form||Percent||Week||Learning Outcomes Assessed|
|1||Final Exam 2 hour final exam||Final Exam||Closed Book Exam||50 %||End of Term||1,2,3,5,6,7|
Full Time Mode Workload
|Independent Learning||Not Specified||Independent Learning||6||Weekly||6.00|
Required & Recommended Book List
2005-04-20 The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Grand Central Publishing
ISBN 044669519X ISBN-13 9780446695190
The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.
1999-02-05 Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value McGraw-Hill Education
ISBN 0071342532 ISBN-13 9780071342537
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
2003-04-14 Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale McGraw-Hill Education
ISBN 0071418717 ISBN-13 9780071418713
"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado
Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world.
He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision.
Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:
- Identify and sell to a prospect's business "pain"
- Qualify a prospect
- Build competitive preference
- Define a prospect's decision-making process
2010-03-08 Mastering the Complex Sale: How to Compete and Win When the Stakes are High! Wiley
ISBN 0470533110 ISBN-13 9780470533116
Praise for Mastering the Complex Sale
"Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives."
Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin
"This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'it is a survival guidea truly outstanding approach to bringing all the pieces of the puzzle together."
Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.
"Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment."
Samik Mukherjee, Vice President, Onshore Business, Technip
"Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkableMastering the Complex Sale will be required reading for years to come!"
Lee Tschanz, Vice President, North American Sales, Rockwell Automation
"Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks."
Dave Stein, CEO and Founder, ES Research Group, Inc.
"Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels."
Sven Kroneberg, President, Seminarium Internacional
"Jeff's main thesisthat professional customer guidance is the key to successrings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth."
Jon T. Lindekugel, President, 3M Health Information Systems, Inc.
"Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference."
Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
2009-03-06 Building a Winning Sales Force: Powerful Strategies for Driving High Performance AMACOM
ISBN 0814437354 ISBN-13 9780814437353
A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead. Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom and advice of three renowned sales experts whose experience ranges from the university classroom to the boardrooms of more than 400 sales organizations around the world. With this book as your guide, you will learn the changes to implement now that will immediately enhance the performance of all your sales professionals while also building new customer relationships, and, of course, driving your top and bottom line results-all without disrupting your current sales progress. Specifically, you'll learn how to: Develop sales strategies that build competitive advantage by demonstrating real value to customers * Structure your sales force to better exploit market opportunities * Use top-notch recruiting strategies that attract the best of the best * Arm your sales force with the best information and tools available * Design sales compensation programs that motivate for maximum effort * Set high but fair and consistent goals that every member of your sales force will want to exceed every period * Integrate sales and marketing strategies to create the ultimate customer-facing organization * Eradicate the "silent killer" of sales force effectiveness-complacency * And more. Practically every company can dramatically improve sales revenues by implementing the right effectiveness initiatives," the authors demonstrate, using numerous examples from their own client relationships-and they reveal how to achieve such elusive goals as more revenue, increased productivity, improved customer perception, and sales force retention.
2008-03-14 Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives Wiley
ISBN 0470142510 ISBN-13 9780470142516
Sales training doesnt develop sales champions. Managers do.
The secret to developing a team of high performers isnt more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosens coaching methodology and proven L.E.A.D.S. Coaching Framework used by the worlds top organizations, youll get your sales and management teams to perform better - fast.
Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.
You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. Youll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.
Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:
- Boost sales, productivity and personal accountability, while reducing your workload
- Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities
- Achieve a long term ROI from coaching by ensuring its woven into your daily rhythm of business
- Design, launch and sustain a successful internal coaching program
- Turn-around underperformers in 30 days or less
- Build deeper trust and handle difficult conversations by creating alignment around each persons goals and your objectives
- Coach and retain your top performers
- Collaborate more powerfully and communicate like a world-class leader
Training develops salespeople. Coaching develops sales champions. Your new competitive edge.
2012-03-05 Selling ASAP: Art, Science, Agility, Performance LSU Press
ISBN 0807144274 ISBN-13 9780807144275
Selling ASAP combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts -- they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship.
Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniques -- backed by extensive research -- for the modern salesperson.
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
2009-07-15 ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game AMACOM
ISBN 0814414567 ISBN-13 9780814414569
Coaching has traditionally focused entirely on the individual...sometimes even at the expense of improving measurable business results for the company. Now, The Coaching Connection shows managers how they can use contextual coaching to simultaneously promote both individual and organizational growth. The book helps readers align what individual contributors do best with what organizations need most, ensuring everyone involved their highest probability for success. Readers will find a coaching methodology that takes into consideration factors such as strategy, organizational structure, corporate culture, and company-wide communication. The book includes a 360-degree assessment covering the ten most essential skill sets of well-balanced and effective leaders, as well as systems for measuring and managing talent. This is an essential guidebook for companies seeking to improve their people...and their bottom line results.
2012-09-04 New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development AMACOM
ISBN 0814431771 ISBN-13 9780814431771
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. "New Sales. Simplified." is the answer. You'll learn how to: identify a strategic, finite, workable list of genuine prospects; draft a compelling, customer-focused "sales story"; perfect the proactive telephone call to get face-to-face with more prospects; use email, voicemail, and social media to your advantage; overcome-even prevent - every buyer's anti-salesperson reflex; build rapport, because people buy from people they like and trust; prepare for and structure a winning sales call; stop presenting and start dialoguing with buyers; make time in your calendar for business development activities; and much more. Packed with examples and anecdotes, "New Sales. Simplified." balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
2013-12-03 To Sell Is Human: The Surprising Truth About Moving Others Riverhead Books
ISBN 1594631905 ISBN-13 9781594631900
#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller
From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges:
Yes, one in nine Americans works in sales. But so do the other eight.
Whether were employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, were all in sales now.
To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
2003-04-01 Selling 101: What Every Successful Sales Professional Needs to Know Thomas Nelson
ISBN 0785264817 ISBN-13 9780785264811
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
2015-03-01 Sales: Sales Strategies- The Top 100 Best Ways To Increase Sales (Sales, Sales Strategies, Sales Techniques, Sales Growth, Sales Success, Selling) CreateSpace Independent Publishing Platform
ISBN 1508682666 ISBN-13 9781508682660
Discover The Best Strategies For Increasing Your Sales!From the author of the popular Marketing Strategies series comes a landmark book that defines sales strategy. In this timeless sales improvement book, Ace McCloud reveals new and proven methods that will help you close more deals and keep your customers coming back for more. Understanding sales psychology and consumer communication is essential to sales growth. By inviting the consumer into comfort and power, you can inspire more trusting and lucrative partnerships. By developing a strong sales plan, you can motivate not only yourself but your buying community as well. In the following pages you will discover some of the worlds best sales techniques along with strategies for building lasting relationships with even the most challenging of clients. Whether youre a business owner or part of a sales team, this book offers you proven sales techniques that will help you close more deals and get more money! Explore the art of selling with this one-of-a-kind guide! Becoming a Sales Leader is just a read away!
Here Is A Preview Of What You'll Discover...
- How to Utilize Trends To Your Advantage
- How to Ask the Right Questions to Get the Right Results
- How to Utilize Social Media Marketing To Increase Your Sales
- How to Use Body Language and Mirroring to Maximize Your Sales Potential
- How to Establish Trusting, Lasting Relationships with your Customers
- How to Market Your Product For Maximum Effectiveness
- How to Turn Rejection into Reward
- How to Develop A Sales Plan That Gets Results
- How to Maximize Your Sales Potential and Make More Money
- And much, much more!
1995-11-23 SPIN-selling Gower Publishing Ltd
ISBN 0566076896 ISBN-13 9780566076893
2013-08-09 The Challenger Sale: Taking Control of the Customer Conversation Penguin
ISBN 0670922854 ISBN-13 9780670922857
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.
2015-09-08 The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Penguin Audio
ISBN 1611764815 ISBN-13 9781611764819
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isnt enough. Your success or failure also depends on who you challenge.
Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out thats the last person you need.
Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. Thats simply human nature; its much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB researchbased on data from thousands of B2B marketers, sellers, and buyers around the worldthe highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?
The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers dont: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salespersons inability to get an individual stakeholder to agree to a solution. More often its that the stakeholders inside the company cant even agree with one another about what the problem is.
It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers.
The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
From the Hardcover edition.
2014-01-16 To Sell is Human Canongate Books Ltd
ISBN 0857867202 ISBN-13 9780857867209
We're all in sales now parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on facebook, twitter and match.com profiles. Relying on science, analysis and his trademark clarity of thought, pink shows that sales isn't what it used to be. Then he provides a set of tools, tips, and exercises for succeeding on this new terrain - including six new ways to pitch your idea, three ways to understand another's perspective, five frames that can make your message clearer, and much more.
2011-02-16 Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal McGraw-Hill Education
ISBN 0071752854 ISBN-13 9780071752855
About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million--and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.
Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:
Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision
One truly great pitch can improve your career, make you a lot of money--and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.
Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience--and you'll have more funding and support than you ever thought possible.
European Business Review
European Journal of Marketing
Harvard Business Review
International Marketing Review
Irish Marketing Journal
Irish Marketing Review
Journal of Marketing
Journal of Sales Management
Journal of Sales Marketing Management
Journal of Business and Industrial Marketing
Journal of Marketing practice
Journal of Personnel Selling and Sales Management
Marketing Intelligence and Planning
Sloan Managament Review
Business and Finance
The Irish Times
The Sunday Times
The Sunday Business Post