BMM5624 - Negotiated Learning: Consultative Selling Skills

Objectives:

On successful completion of the module, students will be able to:
Demonstrate the ability to identify and make appropriate use of a wide range of sources of knowledge and evidence relating to consultative selling skills.
Demonstrate an understanding of ethical principles and professional codes relevant to consultative selling skills.
Analyse and synthesise the information and ideas of consultative selling skills developed through the negotiated module.
Demonstrate reflection upon the conduct and outcomes in relation to the practice of consultative selling skills in their own work and professional context.
Make a selection of approaches to consultative selling skills explaining how these are appropriate to the modules aims and objectives.
Select appropriate content, medium and style that is clear, concise and intended for a range of professional and /or academic communication. Evidence a substantial range of sources of information and demonstrate origins of ideas by referencing sources using a consistent style.
Analyse how the module has been planned and managed.

Content:

The rationale, aims and objectives of this module are drawn up by students in the ‘learning agreement’. It follows that each negotiated module will be unique in terms of its aims.

The module will provide the subject knowledge for the majority of the B2B Sales Professional Degree Apprenticeship Standard at Level 5. Subsequent levels will re-visit the elements of the standard covered in this module and go into greater depth and breadth (i.e. scaffolding the level from 4, to 5 and eventually 6) and introduce additional elements of the standard.

The skills to be evidenced at Level 5 will be demonstrated through the 60 credit Work-Based Learning Project Module, whilst the behaviours associated with the standard will be evidenced through the apprentice’s e-portfolio.

Through this module ‘Negotiated Learning: Consultative Selling, apprentices will be introduced to key aspects of:

• Prospecting and Qualification
• Sales Planning
• Solution Development
• Developing Proposals
• Commercial Acumen
• Post Sales Delivery
• Applied Insights
• Working with Others
• Consultative Selling
• Pitching
• Negotiation and Closing
• Psychology of Sales
• Leveraging Digital Business
Full details of the apprenticeship standard can be found at: https://www.instituteforapprenticeships.org/apprenticeship-standards/business-to-business-sales-professional-degree/

Learning and Teaching Information:

Typically delivered on a blended learning basis with a combination of workshops and on-line support the learning and teaching will include a range of methods such as workshops, facilitated peer learning sessions, coaching and tutorials, with emphasis on real life work experience and both team and peer support. There will be large and small group activities and individual working.

Apprentices may be expected to draw on a range of theoretical/academic, personal and work-based resources. Course documentation, support materials and web-based materials will be available on the VLE as appropriate.

Implementation of study skills will be supported and in particular teamwork, and the capacity to develop written argument, will be developed. During the course of sessions, and subsequently through the contractual apprenticeship Progress Reviews there will be opportunities for tutor/student interaction to meet individual needs and to help develop skills, confidence, competence, knowledge and understanding relating to the aims and objectives of the module and more widely meeting the overall Knowledge, Skills and Behaviours (KSBs) of the apprenticeship standard. Accessing library resources and help with coursework study skills will be available from services across the University.

Apprentices would be expected to prepare for the sessions by reading set texts and completion of tasks set in class or via the VLE and will be expected to take part in a wide range of learning activities.

Apprentices will maintain their Personal e-portfolio during this module and on-going self-evaluation will be part of the apprentices’ identification of needs.

Workshop
Hours: 20
Intended Group Size: 25-30

Tutorial
Hours: 12

Guided independent study
Hours: 368

Further details relating to assessment
The assessment method is in keeping with the approved module descriptor in the Work Based Learning Framework.

Learners will be expected to present the outcomes of their learning relevant to the subject content and in a specific format determined and approved by both their employer and the university created in their Learning Agreement, which is reviewed and set at the beginning of each level. As such, the report may be presented as a wholly oral or written report or a combination of these approaches OR the use of workplace artefacts developed to meet work need but evidencing the learning outcomes and subject coverage may be utilised alongside a critical commentary/reflective account of learning.

Students will be offered formative feedback throughout the module in order to help them to negotiate successful coverage of the apprenticeship standard’s KSBs in conjunction with the modules aims and outcomes. This will be done via formal sessions and also via online interactions on the Moodle platform and the use of tools such as email and Skype.

Other relevant matters
Learners are expected to demonstrate awareness of workplace application of learning and development of skills relating to the broad subject coverage and develop evidence through their personalised e-portfolio to sufficiently demonstrate the enhancement of skills and behaviours expected of an emerging B2B Sales Professional.

Assessment:

Fact File

Module Coordinator - PRS_CODE=
Level - 5
Credit Value - 40
Pre-Requisites -
Semester(s) Offered -

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