Module title: Contemporary Selling Process

SCQF level: 09:
SCQF credit value: 20.00
ECTS credit value: 10

Module code: SAL09401
Module leader: Agata Krowinska
School The Business School
Subject area group: Marketing Sales and Entrepreneurship


2019/0, Trimester 2, Online,
Occurrence: 001
Primary mode of delivery: Online
Location of delivery: WORLDWIDE
Member of staff responsible for delivering module: Tony Douglas
Module Organiser:

Learning, Teaching and Assessment (LTA) Approach:
You will be provided with responsive, engaging and interactive online learning materials which will include a general introduction to the topic and how to study the module online, together with core academic theory relating to the topic. You will also be directed to a variety of electronic sources including e-books, e-journals and other web-based resources, to support your learning. A mix of reflective exercises, case studies and self-assessment questions (with diagnostic feedback) for each unit will help to engage you in the learning process, and the online materials will encourage you to reflect on your own experiences and learning. You will be encouraged to form your own independent groups and to interact via the VLE through discussion forums. By actively engaging in the following activities you will be able to achieve the learning outcomes of this module.

To support your learning, you will have access to:
• A weekly ‘virtual office hour’ – module leaders will be available for synchronous contact.
• Module specific materials which will comprise of the undernoted:
o A module introduction/overview, including learning outcomes, and summary of key points
o Eleven units of learning - an introductory unit, followed by ten subject specific units.
o Narrated PPTs, covering key learning points for each unit
o Podcasts/vodcasts further explaining key concepts (where appropriate)
o Recorded keynote lectures/guest speakers (as appropriate)
o Case Studies and outline solutions
o Two online discussions instigated and moderated by the module leader
o Self-Assessment Questions
o Reflective Exercises
o End of Unit Progress tests
o Links to core module academic materials; book chapters / journal articles / case materials etc.
o Examples of assessments - & outline solutions
o A database of Frequently Asked Questions

You are encouraged to identify key skills areas and relate these to your own personal and professional development throughout the module.

Formative Assessment:
Formative feedback will be provided throughout the module via feedback on the self-assessment questions and Case Studies - the outline solutions will be developed by the module leader and appropriate online feedback will be available automatically and as soon as the assessment is completed. This will enable you to self-assess your progress and understanding.

Reflective Exercises within each unit will require you to apply theory to your own experience – your reflections will be captured in an online reflective portfolio which you will be able to review and print off.

Summative Assessment:
The End of Unit progress test - (normally 10 questions at the end of each unit, testing your knowledge and understanding of the key concepts within each unit x 10) – 10% of final module mark. End of Module Assessment – 90% of final module mark. This will take the form of one piece of assessment, namely a Report 2,500 words).

Sample assessments may be available together with model answers and marking schemes to facilitate self-assessment of your knowledge and understanding, and identification of areas of weakness to aid your preparation for assessment.

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Online Groupwork (Scheduled) 4
Online Guided independent study 5
Independent Learning Guided independent study 191
Total Study Hours200
Expected Total Study Hours for Module200

Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Digital Examination (not Centrally Timetabled) 1 1-4 2 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 3 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 4 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 5 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 6 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 7 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 8 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 9 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 10 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 11 HOURS= 0.50, WORDS= 0
Report 90 1-6 14 HOURS= 0, WORDS= 2500
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100

Description of module content:

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

Learning Outcomes for module:

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

Indicative References and Reading List - URL:

Please contact your Module Leader for details
Click here to view the LibrarySearch.