BMM6694 - Negotiated Learning: Strategic and Ethical Sales Practice

Objectives:

Assessment tasks are designed to enable students to demonstrate the Learning and Employability outcomes for the relevant level of study. Level Learning Outcomes are embedded in the assessment task(s) at that level. This enables a more integrated view of overall student performance at each level.

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 Strategic and ethical sales practices in B2B Sales. Apprentices will have the ability to evidence the following KSBs through this module: 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. Solution Development – AK3.1 Use customer insight/requirements underpinned by an excellent level of portfolio and product knowledge. 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. Applied Insights – AK7.2 Use these insights to effect actionable and ethical change of behaviours for mutual commercial benefit. Working with others – AS1.1 Influential, able to conduct stakeholder analysis and develop strong relationships at all levels, internally and externally, to build trust. Working with others – AS1.2 Interacts professionally and ethically maintaining a positive and flexible attitude. 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. Ethics, Trust and Integrity – AB1.1 Promotes and protects good sales practices (in accordance with the organisation’s Sales Code of Conduct). Ethics, Trust and Integrity – AB1.2 Maintains the highest level of integrity in all business relationships. 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 through the creation of the report and professional discussion. 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 two separate two-day block deliveries at the start and middle of the module and methods utilised within the 4 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: 28
Virtual Tutorial Café
Hours: 4
Intended Group Size: Full Cohort
Planned Off-the-Job Learning:
Training Plan Activities
Hours: 64
Masterclass
Hours: 2
Intended Group Size: 1
Minimum Self-Directed Off the Job Learning and Practical Training:
Hours: 304
Intended Group Size: 1

Component 1 - Report
The apprentices will demonstrate the ability to demonstrate their knowledge of theoretical perspective linked to strategic planning. They will analyse, synthesise and evaluate the information in their report to show their understanding and application of this within the business.
Apprentices are expected to make reference to their own workplace context throughout the presentation to enable them to evidence the KSBs from the apprenticeship standard.

Component 2 – Professional Discussion
The professional discussion would be for 15 minutes and requires the apprentice to demonstrate how they have dealt with an ethical issue in the workplace. This would occur virtually and within 5 working days in advance of the set deadline. The professional discussion would also enable the apprentice to prepare and practice skills required for the end point assessment to build their confidence when conducting a professional discussion.

Assessment:

Fact File

Module Coordinator - PRS_CODE=
Level - 6
Credit Value - 40
Pre-Requisites -
Semester(s) Offered -

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