BMM5623 - Negotiated Learning: Consultative Selling

Objectives:

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

1 - Produce compelling formal proposals designed to meet or exceed customers’ needs
2 - Use creative thinking to develop innovative product and service solutions that meet customer needs
3 - Analyse psychological models to draw on and reflect customer needs
4 - Develop a sales pitch and negotiation strategy to achieve mutually agreed outcomes and commitment from both buyer and supplier.

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 the consultative selling, pitching, psychology of sales, negotiation and closing. Apprentices will demonstrate their knowledge and skills in this area through the development of a sales pitch and proposal for a specific customer. Apprentices will have the ability to evidence the following KSBs through this module:
- Psychology of sales – AS5.1 Critically reflects on the different psychological needs of customers and other key stakeholders in the buying/selling process;
- Psychology of sales – AS5.2 Takes into account strategic and organisational context when adapting their sales approaches, by using the psychological models pertinent to developing positive and ethical buyer and seller relationships;
- Consultative Selling – AS2.1 Works with customers to identify new business and market challenges, utilising insights and good questioning and listening techniques;
- Consultative Selling – AS2.2 Identifies strategic & innovative solutions integrating products and excellent service solutions, to meet customer needs;
- Pitching – AS3.1 Leads a confident, clear and compelling sales pitch in front of a customer, which builds rapport, establishes credibility and delivers commercial benefit;
- Pitching – AS3.2 Handles questions, objections and demonstrates the value of the proposal in a clear, quantifiable way;
- Negotiation and Closing – AS4.1 Apply the principles of negotiation, develops strategies and tacticsto a mutually agreeable outcome, ensuring both customer and supplier leave committed to outcome.

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: 3
Intended Group Size: Cohort

Planned Off the Job Learning:

Training Plan Activities
Hours: 55
Intended Group Size: Individual

Masterclass
Hours: 3
Intended Group Size: Individual

Minimum Self-Directed Off the Job Learning and Practical Training:
Hours: 225



Further Details Relating to Assessment

The apprentice will be required to choose a real customer scenario and use this throughout all three components to demonstrate their knowledge, skills and behaviours.

Component 1 – Proposal
The apprentices will produce a compelling formal proposal designed to meet or exceed their customers’ needs. The apprentice will be required to produce this in the format required by their employer. However, they should ensure that they demonstrate creative thinking to develop innovative product and service solutions that meet their customer needs.

Component 2 – Sales pitch
Using the same customer used in component 1, apprentices will develop a sales pitch and negotiation strategy to achieve mutually agreed outcomes and commitment from both buyer and supplier. The apprentice should demonstrate how they have used psychological models to draw on and reflect customer needs. The sales pitch will be assessed as a live assessment where they will be asked questions about their pitch to demonstrate how they would handle questions and objections.

Component 3 – Reflective Commentary
The apprentices will reflect upon their proposal and sales pitch to analyse the effectiveness of the psychological and consultative selling approaches used.

Assessment:

Fact File

Module Coordinator - PRS_CODE=
Level - 5
Credit Value - 30
Pre-Requisites - NONE
Semester(s) Offered -

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