ULMS Electronic Module Catalogue
The information contained in this module specification was correct at the time of publication but may be subject to change, either during the session because of unforeseen circumstances, or following review of the module at the end of the session. Queries about the module should be directed to the member of staff with responsibility for the module.
Title SALES AND NEGOTIATION
Code ULMS217
Coordinator Dr DC Heywood
Strategy, IB and Entrepreneurship
D.Heywood@liverpool.ac.uk
Year CATS Level Semester CATS Value
Session 2019-20 Level 5 FHEQ Second Semester 15

Pre-requisites before taking this module (other modules and/or general educational/academic requirements):
 

Modules for which this module is a pre-requisite:
 

Programme(s) (including Year of Study) to which this module is available on a required basis:
 

Programme(s) (including Year of Study) to which this module is available on an optional basis:
 

Teaching Schedule
  Lectures Seminars Tutorials Lab Practicals Fieldwork Placement Other TOTAL
Study Hours 24

 6

         30
Timetable (if known) 120 mins X 1 totaling 24
  		60 mins X 1 totaling 6
  		         
Private Study 120
TOTAL HOURS 150

Assessment
EXAM Duration Timing
(Semester)		 % of
final
mark		 Resit/resubmission
opportunity		 Penalty for late
submission		 Notes
             
CONTINUOUS Duration Timing
(Semester)		 % of
final
mark		 Resit/resubmission
opportunity		 Penalty for late
submission		 Notes
Video Pitch - Students will be randomly assigned either the role of a ‘buyer’ or a ‘seller’. They must create a video pitch of the position on a provided ‘brief’. Videos - 3 minutes Maximu  3 minutes    50       
Sales Proposition - Written critique of why the sales profession globally, has no professional body to represent the industry and what should be done to address this issue. The written paper on how as  -2500 words    50       

Aims

The module aims are to introduce students to the complex field of sales and selling techniques as well as introducing them to a thorough assessment of negotiation skills. These skills are as important to employees as they are to entrepreneurs. Students on completion will:

1. Develop an appreciation that achieving sales is the only way in which businesses can flourish
2. Understand how an enterprise that fails to adopt competent selling skills will struggle to survive.
3. Encourage students to appreciate that selling is an art and can be learned by everyone.

Learning Outcomes

(LO1) Students will be able to develop an appreciation that achieving sales is the only way in which businesses can flourish

(LO2) Students will be able to understand how an enterprise that fails to adopt competent selling skills will struggle to survive.

(LO3) Students will be able to appreciate that selling is an art and can be learned by everyone.

(S1) Problem Solving

(S2) Commercial Awareness

(S3) Ethical Awareness

(S4) Communication Skills

(S5) IT Skills

(S6) Teamwork

Teaching and Learning Strategies

Teaching Method: Lecture
Scheduled Directed Student Hours: 24
Attendance Recorded: Yes
Notes: 12 x 2 hours

Teaching Method: Seminars
Description: Practical role plays and/or live sales opportunities
Scheduled Directed Student Hours: 6
Attendance Recorded: Yes
Notes: 6 x 1 hour

Self-directed Learning Hours: 120
Description: This will consist of their own research, and both preparing for and undertaking the assessments.

Skills/Other Attributes Mapping

Skills / attributes: Problem Solving
How this is developed: Lectures, preparation for seminars and assessment.
Mode of assessment (if applicable): Video Pitch

Skills / attributes: Commercial Awareness
How this is developed: Lectures, preparation for seminars and assessments.
Mode of assessment (if applicable): Video Pitch and Sales Proposition

Skills / attributes: Ethical Awareness
How this is developed: Lectures, preparation for seminars and assessments.
Mode of assessment (if applicable): Video Pitch and Sales Proposition

Skills / attributes: Communication skills
How this is developed: Lectures, participation in discussions and assessments.
Mode of assessment (if applicable): Video Pitch and Sales Proposition

Skills / attributes: IT Skills
How this is developed: Through the production of a video assessment.
Mode of assessment (if applicable): Video Pitch

Skills / attributes: Teamwork
How this is developed: Through the group work required for the assessments.
Mode of assessment (if applicable): Video Pitch and Sales Proposition

Syllabus
 

Content will include areas such as:
Introduction to Sales and Negotiation
• Assessment of your current sales and negotiation strengths and improvement areas
The Preparation Stage
• The importance of preparation
The Discussion Stage
• Questioning techniques
The Proposing Stage
• Responding to Offers
Closing Techniques
• Confirming agreement

Recommended Texts
Reading lists are managed at readinglists.liverpool.ac.uk. Click here to access the reading lists for this module.