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 2021-22 Level 5 FHEQ Second Semester 15

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

ULMS252 ENTREPRENEURSHIP 

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   12

      12

24

48
Timetable (if known)   60 mins X 1 totaling 6
 
      60 mins X 1 totaling 12
120 mins X 1 totaling 24
 
 
Private Study 102
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 Delivery: Mixed, hybrid delivery with social distancing on campus

Teaching Method: Online Asynchronous Learning Materials
Unscheduled Directed Student Hours: 24
Attendance Recorded: No
Notes: 12 x 2 hours

Teaching Method: Seminars
Description: Practical role plays and/or live sales opportunities
Scheduled Directed Student Hours: 12
Attendance Recorded: Yes

Teaching Method: Group Study
Description: Weekly 1 hour session to foster student community and engagement by working with others on their ‘active learning’ activities
Scheduled Student Hours: 12
Attendance Recorded: No

Self-directed Learning Hours: 102
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 Proposi tion


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.