Module:Professional Sales Practice

Module details

  • Module code

  • Module leader

    Dr David Bozward
  • Module Level

  • Module credits

  • Min study time

    150 hours
  • Contact hrs

    36 hours

Module content

The module will include:

  • The development of the role of selling in marketing;
  • Success factors for professional salespeople;
  • Sales techniques;
  • Buyer behaviour;
  • Sales and marketing planning;
  • Key and strategic account management and planning;
  • Recruitment and selection;
  • Motivating and territory planning; and
  • Sales control.

Module outcomes

On successful completion of this module a student should be able to:

  1. Appraise the process of conducting a successful sales interaction;
  2. Demonstrate a clear understanding of the business to business sales process;
  3. Evaluate a chosen company/product and communicate the strengths of the company/product to interested shareholders, stakeholders and customers;
  4. Categorise the need for account/key account management within the sales team and how these resources are to be deployed; and
  5. Understand the principles of managing the customer experience and journey in the context of an organisation.


Assessment Description Weighting
Coursework Role Play of a sales situation (10 minutes) 30%
Coursework 2 Sales Plan (2000 words) 70%

Assessments may differ in 2021/22 due to adjustments for Covid-19. Please check Gateway for the latest regulations.