| CODE | MRK2325 | ||||||
| TITLE | Neuro Linguistic Programming for Selling | ||||||
| UM LEVEL | 02 - Years 2, 3 in Modular Undergraduate Course | ||||||
| MQF LEVEL | 5 | ||||||
| ECTS CREDITS | 4 | ||||||
| DEPARTMENT | Marketing | ||||||
| DESCRIPTION | Participants will learn how to use NLP to improve their sales performance. This programme focuses on using the tools and techniques of Neuro Linquistic Programming (NLP) to improve personal sales performance. By using practical sales techniques designed to achieve results, delegates will be able to greatly influence their results and see improvements in closing, handling objections, communication, presentation and personal impact, resulting in more sales. Study-unit Aims: The study-unit provides the basis of psychology in interpersonal communications and sales. Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be able to: - Establish and understand exactly what NLP is; - Show how to use different communications techniques in sales; - Explain how sale decisions are made in NLP terms; - Be more persuasive and create a strong sales argument; - Display greater creativity in dealing with objections and closing the deal. 2. Skills: By the end of the study-unit the student will be able to: - Understand NLP, what it does and commonly held beliefs; - Develop powerful communication; - Use a preferred communication style vs others; - Develop sensory acuity; - Build rapport with customers; - Mirror, pace and match communication; - Develop face to face or over the telephone skills; - Recognise the power of language and phrases; - Deal with buying signals and objections; - Close, gain agreement and commitment on sales. Main Text/s and any supplementary readings: Main Text: Neuro-Linguistic Programming (NLP), Romilla Ready, Kate Burton, Wiley and Sons (2010). Supplementary Texts: NLP in Selling. How to Use Your Mental Strength to Motivate Yourself, Build Trust and Close the Deal by Robert Mark Jakobsen (2009). How to Sell with NLP, Pat Hutchinson (2010). Neuro-Linguistic Programming, Romilla Ready and Kate Burton (2010). Advanced NLP Sales Skills Workbook: Seminar Workbook, Benjamin P Bonetti (2010). NLP for Marketers, Sales People, & Professionals by Robert C (2010). |
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| STUDY-UNIT TYPE | Lecture | ||||||
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| LECTURER/S | Zarafa Esmeralda Micallef |
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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 2025/6. It may be subject to change in subsequent years. |
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