Short Title:International Selling and Sales
Full Title:International Selling and Sales
Module Code:INTB H4030
 
ECTS credits: 5
NFQ Level:8
Module Delivered in 3 programme(s)
Module Contributor:Olivia Edge
Module Description:Companies are allocating more corporate attention and resources to the role of sales in their pursuit of achieving corporate goals. The achievement of corporate goals demand an understanding of a client’s diverse and evolving needs so valued products, services and solutions are created in a timely fashion to exploit market opportunities. Sales people are instrumental developing mutually beneficial client relationships. This is achieved through an intimate knowledge of the client’s business, their customers, markets and competition so innovative solutions can be created today and in the future. Every business person must sell ideas, visions, goods, services and solutions to internal and external customers. A thorough knowledge of sales principles will sharpen the commercial abilities of a business graduate. The module is taught in an application-oriented fashion employing Socratic Questioning, Problem-based Learning and Role Playing as central instructional methodologies. A relationship management approach will underlie this course and focus on initiating, building, sustaining and maintaining relationships with customers.
Learning Outcomes:
On successful completion of this module the learner will be able to
  1. Assess the importance of selling in a strategic business context.
  2. Explain the responsibilities involved in the management of sales operations.
  3. Analyse and predict the product specifications and commercial requirements of a Buyer.
  4. Compare and contrast competitor propositions.
  5. Generate a marketing oriented sales proposal.
  6. Prepare a customer oriented sales pitch.
  7. Predict and ascertain Buyer objections and prepare suitable responses.
 

Module Content & Assessment

Indicative Content
Personal Selling
The Nature and Roles of Personal Selling; Consumer and Business Buyer Behaviour; The Characteristics of Services and Implications for Selling Approach; The Dynamics of Selling; Managing a Selling Information System (SIS); Sales Communication; Personal Selling Skills; Cultivating Long-Term Customer Relationships; Evaluation and Control; Ethical Issues in Selling.
Sales Management
Management of Sales as an Integrated Component of Integrated Marketing Communications and The Extended Service Marketing Mix; Role of and Key Tasks involved in Sales Management; Sales Forecasting; Sales Budgets; Sales Management Information Systems (SMIS); Types of Sales force Organisation; Sales force Management; Key / Major Account Management; The 'Leveraged' Sales Force; Managing Channel Performance; Customer Service; Relationship Marketing and Managing Customer Relationships.
Sales Negotiation
The Dynamics of Trust in Relational Selling; The Sales Negotiation Process; The Influence of Culture on Sales Negotiations; Behavioural Predispositions of the Parties; Underlying Concepts of Negotiation and Negotiation Strategies; Time-based Misunderstandings in International Sales Negotiations; Cultural Misunderstandings during the Sales Negotiation Process; Difference in Negotiation Outcome Orientation; National Styles of Business Negotiation.
Indicative Assessment Breakdown%
Course Work Assessment %100.00%
Course Work Assessment %
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Written Report Sales Proposal 1,2,3,4,5 70.00 Week 11
Presentation n/a 6,7 30.00 Week 12
No Final Exam Assessment %
Indicative Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
Reassessment Description
A portfolio of work will be required that may include a combination of the following learning activities: essay, buyer report, sales proposal, presentation, role play.

ITB reserves the right to alter the nature and timings of assessment

 

Indicative Module Workload & Resources

Indicative Workload: Full Time
Frequency Indicative Average Weekly Learner Workload
Every Week 1.00
Every Week 2.00
Every Week 4.00
Resources
Recommended Book Resources
  • David Jobber 2012, Selling and Sales Management., 9 Ed., FT Press [ISBN: 0273762656]
  • Gerald L. Manning, Michael Ahearne, Barry L. Reece 2014, Selling Today: Partnering to Create Value, 13 Ed., Pearson Education [ISBN: 978013354338]
  • Bill Donaldson 2012, Sales Management, Palgrave Macmillan [ISBN: 0333998510]
  • Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams 2012, ales Management: Analysis and Decision Making,, M.E. Sharpe [ISBN: 0765633574]
Supplementary Book Resources
  • Tad Tuleja, J. W. Marriott, Stephen E. Heiman, Robert B. Miller, The New Strategic Selling, Warner Business Books [ISBN: 9780446695190]
  • Stephen E. Heiman & Diane Sanchez with Tad Tuleja 2004, The new strategic selling, Kogan Page London [ISBN: 0749441305]
  • Jeffrey Gitomer 2003, The sales bible, J. Wiley Hoboken, N.J. [ISBN: 9780471456292]
  • Robert J. Calvin, Sales Management Demystified, McGraw-Hill [ISBN: 9780071486545]
  • Jerry Acuff with Wally Wood 2007, The relationship edge in business, Wiley New Jersey [ISBN: 9780470068335]
  • Peggy Carlaw, Vasudha Kathleen Deming 2008, The big book of sales games, McGraw Hill [ISBN: 978007134336]
  • G. Richard Shell, Mario Moussa 2007, The Art of Woo, Portfolio [ISBN: 9781591841760]
  • Chet Holmes 2007, The ultimate sales machine, Portfolio New York [ISBN: 9781591841609]
  • Gerhard Gschwandtner, The Ultimate Sales Training Workshop: A Hands-On Guide for Managers, McGraw-Hill [ISBN: 9780071476034]
Recommended Article/Paper Resources
  • Journal of Marketing Research
Supplementary Article/Paper Resources
  • Management Decision
  • International Marketing Review
  • European Journal of Marketing
  • The Antidote
  • Journal of Personal Selling & Sales Management
  • Journal of Business Ethics
Other Resources

Module Delivered in

Programme Code Programme Semester Delivery
BN_BDMKT_8 Bachelor of Arts (Honours) in Digital Marketing 7 Elective
BN_BINTL_8 Bachelor of Business (Honours) in International Business [240 ECTS credits] 7 Mandatory
BN_BINTL_B Bachelor of Business (Honours) in International Business [Add on 60 ECTS credits] 1 Mandatory