BMM4654 - Negotiated Learning: Developing Business to Business Sales Practice

Objectives:

On successful completion of the module, students will be able to:
Demonstrate the ability to identify and use of a range of sources of knowledge and evidence relating to the principles of business to business (b2b) sales
Evaluate and reflect upon a range of B2B sales principles and concepts through application to own work context
Analyse the information and ideas about the practice of b2b sales that are developed through the module
Select appropriate content, medium and style that is intended for a professional and /or academic communication. Demonstrate origins of ideas by referencing sources using a consistent style

Content:

The rationale, aims and objectives of this module are drawn up by apprentices in the ‘learning agreement’ developed at Level 4, and revisited at Levels 5 and 6. It follows that each negotiated module will be unique in terms of its aims.

The module will provide the underpinning subject knowledge for the majority of the B2B Sales Professional Degree Apprenticeship Standard at Level 4. 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 4 will be demonstrated through the 40 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: Developing Business to Business Sales Practice, apprentices will be introduced to key aspects of these 11 subject areas:

• Prospecting and Qualification
• Sales Planning
• Solution Development
• Developing Proposals
• Commercial Acumen
• Post Sales Delivery
• Applied Insights
• Working with Others
• Pitching
• Negotiation and Closing
• 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: 39
Intended Group Size: 25-30

Tutorial
Hours: 2

Guided independent study
Hours: 359

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 via BMM4662 Starting Your Apprenticeship Learning Portfolio.

The B2B Sales environment scoping document will enable the apprentices to provide a general overview and analysis of the sales techniques required in a Business to Business (B2B) sales environment. This will require the apprentices to analyse the approaches linked to:
• Sales environment
• Sales Planning
• Sales Communication
• Customer loyalty
• Sales cycle

The presentation will allow apprentices to present their knowledge and application of sales management techniques which include:
• Setting and achieving sales targets and objectives
• Opportunity management
• Deal qualification
• Sales performance management

The essay will demonstrate the apprentice’s knowledge of social selling and how this can be applied to B2B selling. The learning journal/s enable the apprentices to reflect upon how the knowledge of the concepts and techniques developed throughout the module, have been applied in the apprentice’s own work context. This will encourage the apprentice to analyse and reflect upon the evidence in line with the KSB’s from the apprenticeship standards.

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.

The module will enable apprentices an opportunity to address the KSB’s from the apprenticeship standard as outlined in the subject content section.

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 - 4
Credit Value - 40
Pre-Requisites - NONE
Semester(s) Offered -

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