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Module Title |
Marketing and Sales Skills |
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| Module Code |
25-5048-00S |
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Semester of Delivery |
See Module Information Table |
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State whether module is Mandatory, Elective or Option |
See Module Information Table |
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Level (4/5/6/7/8) |
5 |
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Credit Points |
20 |
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Assessment Components & Percentage Weighting* |
Component 1- 50% coursework Component 2 - 50% exam |
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Pre-Requisite Modules (if applicable) |
None | |
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Breakdown of Student Learning Hours by Type |
Average Weekly Class contact 2.5 hours Directed Learning Average Weekly 6 hours
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| Module Leader | Simon Kelly | |
Sheffield Business School |
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Module Banding |
A |
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Approval Status |
Validated |
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AIMS AND RATIONALE
1 These are the aims of this module:
2 The reason for having this module and for having it at this level is:
In the ever more competitive and dynamic modern day marketing environment it is increasingly important for organisations to recruit marketing staff who are not just academically competent, but who have the necessary skills to perform effectively in a variety of areas, and fully grasp the importance of the two way interface between marketing and sales.
This module will provide students with the opportunity to develop the necessary skills such as, sales negotiation skills, in both B2B and customer contexts, presentation and communication skills at all levels, self management and leadership skills, all of which are essential to prospective marketers.
The module will build on the academic skills acquired in level 4, and will support the level 5 modules running concurrently, and will build confidence in the students prior to their placement period. It will also provide students with both the theoretical and practical bases to further enhance these skills during placement and allow them to input to the level 6 modules to be studied during the final year of the degree.
3 By the end of the module you will be able to:
• Understand the marketing and sales interface
• Understand and apply sales methodologies
• Effectively negotiate with a variety of customers, clients, colleagues and managers in a variety of situations.
• Develop and deliver effective presentations, and persuade clients in a variety of contexts.
• Manage yourself effectively and be in a position to effectively lead a team.
4 These are the main ways of learning and teaching which will help you to achieve the learning outcomes:
The teaching and learning strategy adopted will encourage students to adopt a critical and reflective approach to the course content and self improvement. In order to achieve this a variety of resources will be used including lectures, discussions, workshops, in class exercises and videos.
Lectures will be used to introduce students to the underpinning theory of the various skills. Lectures will be supplemented by directed readings.
Seminars will take several forms, but will be essentially practically based in order to develop the necessary skills by doing. The various forms will range from workshops to practice presentations, from role playing to discussions.
However, students will be expected to do any necessary preparation prior to the seminars in order to be able to participate and benefit fully, and in order to facilitate their own learning.
5 This is how the learning outcomes will be assessed:
• The module assessment is set to test both knowledge of the subject matter and the skills development of the students.
• Assessment will be by Examination ( 50%) and coursework (50%)
The coursework will consist of a group presentation and an individual piece of skills assessment
6 This is how and when you will be given feedback on your performance:
To achieve a pass you will:
| Learning Outcome from Module Description | Below 40% | 40-49% | 50-59% | 60-69% | 70%+ |
1 Understand the marketing and sales interface. |
Not able to articulate how sales and marketing work to drive organisational success. | Some understanding of the respective roles of sales and marketing and how they inter-relate. Some grasp of how the two disciplines should work together for organisational success |
Good understanding of the respective roles of sales and marketing and how they inter-relate. Reasonable grasp of how the two disciplines should work together for organisational success. |
Very good understanding of the respective roles of sales and marketing and how they inter-relate. Very strong grasp of how the two disciplines should work together for organisational success. |
Excellent understanding of the respective roles of sales and marketing and how they inter-relate. Excellent grasp of how the two disciplines should work together for organisational success. |
2 Understand and apply sales methodologies. |
Little or no evidence of the development of professional skills, innovative thinking and ability to communicate effectively. | Some knowledge of sales methodologies. Some ability to apply methodologies for successful outcomes. |
Good knowledge of sales methodologies. Good ability to apply methodologies for successful outcomes. |
Very good knowledge of sales methodologies. Very good ability to apply methodologies for successful outcomes. |
Excellent knowledge of sales methodologies. Excellent ability to apply methodologies for successful outcomes. |
3 Effectively negotiate with a variety of customers, clients, colleagues and managers in a variety of situations. |
Little or no evidence of application of negotiation skills. | Some evidence of application of negotiation skills. | Good evidence of effective application of negotiation skills. | Very good evidence of effective application of negotiation skills. | Excellent evidence of effective application of negotiation skills. |
4 Develop and deliver effective presentations, and persuade clients in a variety of contexts. |
Little or no evidence of effective presentation skills demonstrated. | Some evidence of application of presentation skills. | Good presentation skills demonstrated. | Very good presentation skills demonstrated. | Excellent presentation skills demonstrated. |
| 5 Manage self effectively and in a position to effectively lead a team. | Little or no evidence of self management and team leadership. | Some evidence of self management and team leadership skills. | Good self management and team leadership skills demonstrated. | Very good self management and team leadership skills demonstrated | Excellent self management and team leadership skills demonstrated. |
8. These are examples of the content of the module and the main learning resources you will use:
Indicative Content:
- The role of marketing and sales
• Interaction between marketing and sales
• Sales methodologies - SPIN, SCOTSMAN etc.
• Managing external agencies
• Vision building and direction setting
• Teamwork and gaining support
• Negotiation skills
• Presentation skills
• Self management
Learning Resources:
• Classroom VCR and AV equipment.
• Paper-based and online databases of market and company information.
• Relevant skills packs and key skills online.
• Textbooks on essential professional and marketing skills.
• Access to a PC.