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Sales (MKTG90040)

Graduate courseworkPoints: 12.5Not available in 2021

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Overview

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Sales are the only sustainable source of revenues for any firm. Despite the importance and significance of sales, the understanding of sales, the different salesperson roles (facilitator, persuader, orchestrator, etc.), and the different selling situations that might arise are often poorly understood. In this subject we discuss these issues alongside aspects such as the potential for sales to contribute to the creation of customer value, the importance and approaches to pricing, and we introduce the concept of selling value. A specific aspect of this course involves the drafting of sales plans and pitches.

Intended learning outcomes

On successful completion of this marketing subject, students should be able to:

  • Appreciate the importance of sales in generating value and the role of sales, relative to other organisational functions such as marketing, operations, accounting, or finance
  • Understand core theories on how sales and the sales function operates
  • Analyse sales related problems and be capable of applying relevant models/theories to generate appropriate tactical and strategic solutions
  • Being able to evaluate, through analysis, the appropriateness of the different Sales roles and the context(s) in which these fit best
  • Creating a sales plan and pitch
  • Manage the Sales process from start to finish and be able to structure the different activities in the Sales process around the different situations that arise
  • Be able to discuss trends and changes in Sales, particularly around value-based selling

Generic skills

On successful completion of this subject, students should have improved the following generic skills:

  • Critical evaluation of evidence in support of an argument or proposition
  • Problem solving in marketing through the application of appropriate marketing theories, principles and data
  • Communication of marketing and commerce related ideas, theories and solutions to peers and the wider community
  • Ability to synthesize ideas, theories and data in developing solutions to marketing problems
  • Ethical practice through a knowledge of corporate governance processes and implementation
  • Research skills including the retrieval of information from a variety of sources
  • Demonstrate a capacity to successfully engage in collaborative activities such as group-based work and activities
  • Interpret and communicate research results to specialist and non-specialist audiences

Last updated: 9 April 2024