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This module introduces the key models and concepts of the contemporary selling process. It evaluates and appraises the role of selling today, how businesses find customers, and how salespeople and selling organisations prepare for sales meetings.
It evaluates and appraises how to deliver and communicate an effective sales message and covers in some depth the buyer-seller meeting. It evaluates and appraises the notion of a win-win outcome to a buyer-seller engagement and how to close a meeting professionally and/ or advance a sale. It also evaluates and appraises the follow up required by effective sales people after a buyer-seller meeting, what should be done and why it is important. Additionally you will evaluate and appraise how to put into practice key selling skills including effective questioning and active listening.
In this module you will have the opportunity of undertaking a mini case study and undertake a piece of reflective work pertinent to your current or previous sales/ selling role and company and industry sector and/ or to the company/ industry sector to which you belong/ belonged. You will be assessed via two elements that make up one component: MCQs and a piece of written work, a Report.
UNIT 1 - The role of selling today
This unit provides a brief introduction to the role selling plays within the organisation and external to the organisation
UNIT 2 - Finding customers
This unit introduces contemporary approaches to finding customers and how technology has positively affected this on time laborious task
UNIT 3 - Sales call planning
This unit captures what is important to include in the preparation for a face to face business to business meeting with a buyer
UNIT 4 - Communicating the sales message
This unit discusses different approaches to communicating the sales message in a face to face business to business meeting
UNIT 5 - Win-win solutions
This unit introduces the notion of, and importance of how win-win outcomes in face to face business to business meetings should be desirable
UNIT 6 – Sales skills activity
This unit will provide you with an opportunity to undertake a short sales skills activity on the topic of the contemporary selling process
UNIT 7 – Closing & Advancing the Sale
This unit discusses the importance of professionally closing a meeting whether a sale is made or not, and how in more complex sales to advance the sale by preparing appropriately for follow up meetings
UNIT 8 – The Follow Up
This unit focuses upon actions that should be taken by the seller following a face to face business to business with a buyer
UNIT 9 – Effective selling skills
This unit discusses the importance attached to good listening skills and why asking the right questions in the correct order can help move a face to face business to business meeting to a speedier conclusion
UNIT 10 – Reflective exercise
This unit will afford you the opportunity to reflect upon the content of this module and apply it your own personal current or previous sales situation

Upon completion of this module you will be able to
LO1: Evaluate and appraise models and concepts of the contemporary selling process and the role of selling today
LO2: Evaluate and appraise the key steps in an effective sales process
LO3: Evaluate and appraise how to close a buyer-seller meeting professionally
LO4: Evaluate and appraise two key and important selling skills – effective questioning and active listening
LO5: Reflect on your own and/ or your company’s practice
LO6: Apply some sales theory to practice by demonstrating you have sourced and evaluated business collateral and some academic literature into the contemporary selling process