BMM4673 - Negotiated Learning: Introduction to Digital Business and Social Selling

Objectives:

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

1 - Analyse and evaluate academic theories and principles associated with digital business and social selling strategies
2 - Demonstrates the effective use of social selling technologies, networks and strategies to promote customer engagement with measurable results and return on investment potential
3 - Applies a systemic approach to building connections and networks and selects the strategies and techniques to achieve optimum return on a digital network.

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 introducing the apprnetices to digital business and social selling strategies to enable them to work in a contemporary B2B Sales Environment. Apprentices will have the ability to evidence the following KSBs through this module:

- Leveraging Digital Business – AS6.1 Adopts different approaches to social selling & digital technologies which aid the sales process
- Leveraging Digital Business – AS6.2 Develops a digital selling strategy that leverages social selling to support lead generation, nurturing and customer engagement
- Leveraging Digital Business – AS6.3 Develops digital networks and drives insight led engagements. Measures results and return on investment
- Prospecting and Qualification – AK1.1 Analyse the business environment, industry, sector and competitors to identify potential new customers
- Ethics, Trust and Integrity – AB1.1 Promotes and protects good sales practices (in accordance with the organisation’s Sales Code of Conduct)
- Management of Self – AB2.2 Continually reflects and reviews own performance
- Management of Self – AB2.3 Understands impact on others

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 Size: Individual



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

Hours: 225



Further Detail Relating to Assessment

Component 1 – STAIR Document plus artefact of evidence
The apprentices will create a social selling strategy for their own organisation. The apprentice will implement the strategy and measure the success of the strategy by analysing the customer engagement and return on investment. The apprentices will evidence this through the competition of a STAIR document where they analyse and evaluate academic theories and principles associated with digital business and social selling strategies that they have used and reflect upon the success of these strategies for their business.

Assessment:

Fact File

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

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