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BMM5702 - Negotiated Learning: Commercial Acumen in B2B Sales

Objectives:

On successful completion of the module, apprentices will be able to:

1 - Demonstrate an In-depth knowledge of financial principles which demonstrate an understanding of the inter-relationships between external business environment factors
2 - Analyse, synthesise and evaluate financial information to make effective decisions
3 - Evaluate potential commercial strategies and articulate the financial value of solutions.

Content:

The module will provide the underpinning subject knowledge for the Business to Business Sales Professional Degree Apprenticeship Standard at Level 6.

This module will have a specific focus on commercial acumen in B2B Sales. Apprentices will have the ability to evidence the following KSBs through this module:
- Solution Development – AK3.2 Analyse and create innovative solutions and propositions that deliver tangible business benefits to customers;
- Commercial Acumen – AK5.1 Contribute to commercial strategies with a deep understanding of financial principles and the external environment such as relevant markets, competitors and associated products and services;
- Commercial Acumen – AK5.2 Ass opportunities and risks for consideration through the line management of others to support successful outcomes; and,
- Applied Insights – AK7.1 Interpret and apply customer, competitor, consumer and market insight and intelligence from digital and traditional sources.

This module will assist in developing knowledge associated with British Values, Prevent, Healthy Relationships and Safeguarding. They will be introduced to these topics in context of the module.

Written English language skills, both written and verbal, will be developed through this module as apprentices will be introduced to new terminology, concepts and ideas which will develop their vocabulary and used throughout this module and beyond.

Digital skills will be developed through the utilisation of online resources such as the University’s VLE, e-Portfolio system and Leeds Trinity University Library system.

Learning and Teaching Information:

A variety of teaching and learning strategies will be employed throughout the module in order to ensure the acquisition and development of appropriate concepts, knowledge and skills and achievement of the stated learning outcomes. A variety of teaching and learning methods provide access to learning to meet a wide range of learner needs and are aimed at widening participation amongst learners to avoid exclusion and develop learner skills in academic studies and personal life situations.

The module will be delivered on a face-to-face basis, with the apprentices attending a delivery workshop at the start of the module which will provide them with the skills and knowledge to complete all aspects of the module. The module will be taught over a two-day block delivery at the start of the module and methods utilised within the 2 days will include: lecture style knowledge content and seminar style activities to discuss the content and enabling the learner to place it into context. This module will also have virtual tutorial café (VTCs) sessions, these group sessions allow for reflective time following the delivery and will be utilised to support the learner in unpacking the content and the assessment requirements. VTC sessions will also be utilised as formative peer feedback sessions.

Independent study time should be spent on specific pre learning (on-demand learning – available to all students on Moodle), for example, engaging in specific background reading of the topic and online exercises. Post learning activities will be provided by the module tutor, but these will be assessment focused enabling the learner to achieve the assessment requirements.

All activities and materials provided on Moodle will support the module content for the module delivery including pre, live and post activities and resources.The sequencing of the sessions will provide re-enforcement of the theoretical concepts developed during the delivery in a progressive pattern, aimed at developing knowledge and overall understanding.

Planned LTU Off the Job Delivery Learning:

Lectures
Hours: 14
Intended Group Size: Cohort

Virtual Tutorial Cafe
Hours: 2
Intended Group Size: Cohort

Planned Off the Job Learning:

Training Plan Activities
Hours: 11
Intended Group Size: Individual

Masterclass
Hours: 2
Intended Group Size: Individual

Minimum Self-Directed Off the Job Learning and Practical Training:
Hours: 171



Further Details Relating to Assessment

Component 1 – Online Assessment
The apprentices will demonstrate the ability to demonstrate their knowledge of theoretical perspective linked to commercial acumen in a B2B Sales Environment. They will analyse, synthesise and evaluate a range of situations to show their understanding and application of financial principles. This will enable the apprentices to demonstrate how they can use financial information to make effective decisions and articulate the financial value of the solutions they recommend.

Assessment:

Fact File

Module Coordinator - PRS_CODE=
Level - 5
Credit Value - 20
Pre-Requisites - NONE
Semester(s) Offered -