BMM6644 - Negotiated Learning: Professional Sales Practitioner

Objectives:

On successful completion of the module, students will be able to:
Demonstrate the ability to identify, evaluate and make appropriate use of a range of sources of knowledge and evidence as a professional sales practitioner.
Demonstrate an in depth understanding of ethical principles and a systematic understanding and coherent application of the professional codes of a B2B Sales Professional.
Analyse, synthesise and evaluate the information and ideas of a B2B Sales Professional developed through the negotiated module.
Demonstrate critical reflection upon the conduct and outcomes of being a professional B2B sales practitioner in their own work and professional context.
Make a reasoned selection of approaches to B2B Selling explaining how these are appropriate to the modules aims and objectives.
Select appropriate content, medium and style that is clear, concise and appropriate for a professional and /or academic communication. Demonstrate origins of ideas with precision by referencing sources using a consistent style.

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 B2B Sales Professional Degree Apprenticeship Standard at Level 6.

The skills to be evidenced at Level 6 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 advanced techniques 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. Virtual tutorial cafes will occur on a monthly basis throughout the duration of the module to encourage the apprentices to develop a community of practice to share current industry developments and ideas amongst the cohort.

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: 32
Intended Group Size: Up to 30 students

Tutorial
Hours: 2
Intended Group Size: 1

Guided independent study
Hours: 366

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 complete a variety of activities to ensure coverage of the learning outcomes and knowledge, skills and behaviours from the apprenticeship standard. It will also allow them to practice skills required for the end point assessment.

The essay and report will enable the apprentices to demonstrate their knowledge of theoretical perspective relevant to ethics, ethical sales cultures and strategic planning.

The professional discussion would be for 10 minutes and requires the apprentice to demonstrate how they have taken one of their customers through the sales life cycle. This would occur virtually and within 5 working days in advance of the set deadline. The professional discussion would also enable the apprentice to prepare and practice skills required for the end point assessment to build their confidence when conducting a professional discussion.

The portfolio of artefacts will demonstrate the apprentice’s application of strategic planning in the workplace, and allows them to reflect upon the application of this in their workplace context.

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 Microsoft Teams.

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 - Kirsty Beckett
Level - 6
Credit Value - 40
Pre-Requisites - NONE
Semester(s) Offered - 6APS6AP

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