BMM4663 - Negotiated Learning: Developing Business to Business Sales Practice

Objectives:

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

1 - Demonstrate in-depth knowledge of the contemporary business environment, industry, sector and competitors
2 - Evaluate and reflect upon a range of prospecting and qualification techniques and principles through application to own work context
3 - Analyse Sales Planning frameworks and relevant planning methodologies and tools
4 - Compile a customer plan defining, refining and validating specific customer requirements in the terminology of the customer’s business and industry.

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 developing fundamental skills and knowledge to become a Business to Business Sales Practitioner. The module will introduce apprentices to the Sales Cycle and have a specific focus on prospecting, qualification and sales planning. Apprentices will have the ability to evidence the following KSBs through this module:

- Prospecting and qualification – AK1.1 Analyse the business environment, industry, sector and competitors to identify potential new customers
- Prospecting and qualification – AK1.2 Build, prioritise and manage the pipeline of prospects according to their potential, ensuring strategic and commercial fit with own organisation
- Sales Planning – AK2.1 Plan strategically and consistently to meet sales targets through prospecting, qualification and pipeline management
- Sales Planning – AK2.2 Define, refine and validate specific customer requirements in the terminology of the customer’s business and industry
- Applied Insights – AK7.1 Interpret and apply customer, competitor, consumer and market insight and intelligence from digital and traditional sources
- Management of Self – AB2.1 Ensures effective time management, prioritisation and strategic alignment of activities
- Management of Self – AB2.2 Continually reflects and reviews own performance
- Interpersonal Skills – AB3.1 Relates well to all people and builds effective relationships diplomatically and tactfully
- Interpersonal Skills – AB3.2 Demonstrates a positive mindset and attitude and has a range of skills and approaches and knows when to use different models of communication and influencing with whom
- Customer Focused – AB4.1 Acts as a customer advocate within their own organisation.

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 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 generally 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: 56
Intended Group Size: Individual

Masterclass
Hours: 3
Intended Group Sizw: Individual



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

Hours: 225



Further Detail Relating to Assessment

Component 1 – Essay
The apprentices will demonstrate an in-depth knowledge of the contemporary business environment, industry, sector and competitors applicable to their own business. They will evaluate and reflect upon a range of prospecting and qualification techniques and principles through application to own work context. Whilst doing this, they will analyse Sales Planning frameworks and relevant planning methodologies and tools. The essay will focus on a specific customer applicable to their business and the apprentice will compile a customer plan defining, refining and validating specific customer requirements in the terminology of the customer’s business and industry.

Assessment:

Fact File

Module Coordinator - PRS_CODE=
Level - 4
Credit Value - 30
Pre-Requisites - NONE
Semester(s) Offered - 4AP

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