| CODE | MRK2326 | ||||||
| TITLE | Selling Techniques for Sales Professionals | ||||||
| UM LEVEL | 02 - Years 2, 3 in Modular Undergraduate Course | ||||||
| MQF LEVEL | Not Applicable | ||||||
| ECTS CREDITS | 4 | ||||||
| DEPARTMENT | Marketing | ||||||
| DESCRIPTION | This study-unit introduces the participants to selling techniques in a professional sales context. It provides a clear perception of how to develop effective selling strategies and to identify the key hurdles during the sales process. The following techniques are discussed: 1. Adapting the Close and Confirming the Partnership 2. Approaching the Customer with Adaptive Selling 3. Creating Value with the Consultative Presentation 4. Determining Customer Needs with a Consultative Questioning Strategy 5. Developing a Relationship Strategy 6. Developing and Qualifying a Prospect Base Study-unit Aims: The study-unit is concerned with how to sell, with the objective of developing an empathic selling style and to develop customer relationships over the long term. Learning Outcomes: 1. Knowledge & Understanding: By the end of the study unit the student will be able to analyse the career prospects of a professional salesperson, ethical issues in selling, buyer behaviour, buying process, value of selling skills, and the elements of each of the selling skills. 2. Skills: By the end of the study-unit the student will be able to adapt selling techniques to different customer styles, manage influencers in customer decision making process, source relevant products based on a strong interrogation of customer needs, and articulate benefits in a quantifiable way. Main Text/s and any supplementary readings: Main Text: Selling Today by Gerald L. Manning, Michael L. Ahearne and Barry L. Reece (2011). Supplementary Texts: Customer Centric Selling, Second Edition by Michael T. Bosworth, John R. Holland and Frank Visgatis (1 Feb 2010). The Secrets of Selling: How to Win in Any Sales Situation (Financial Times Series) Geoff King (2007). The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale by Stephan Schiffman (2013). |
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| STUDY-UNIT TYPE | Lecture | ||||||
| METHOD OF ASSESSMENT |
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| LECTURER/S | Claire Briffa |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2023/4. It may be subject to change in subsequent years. |
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