Module title: Error with Module:
System.NullReferenceException: Object reference not set to an instance of an object. at ModuleCatalogue.Napier.MC.Occurrences.Occurrences.GetOccurrenceStudentActivities(StringBuilder plh, String strModuleID, String strOccID, String PSLCode, String AYRCode) at ModuleCatalogue.Napier.MC.Occurrences.Occurrences.CreateAccordionContent(OccurranceDetails cls, String strModuleID) at ModuleCatalogue.Napier.MC.Occurrences.Occurrences.SelectModuleOccurrences(String strModuleID, Accordion ac) at ModuleCatalogue.WebForm2.setupdetails(String ModuleID, String SearchText)


SCQF level: 09:
SCQF credit value: 40.00
ECTS credit value: 20

Module code: SAL09405
Module leader: Barbara McCrory
School The Business School
Subject area group: Marketing Sales and Entrepreneurship
Prerequisites

.

Timetables
2018/9, Trimester 3, Online,
Occurrence: 001
Primary mode of delivery: Online
Location of delivery: WORLDWIDE
Partner:
Member of staff responsible for delivering module: Jaylan Azer
Module Organiser:


Learning, Teaching and Assessment (LTA) Approach:
Learning & Teaching methods including their alignment to LOs
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. To support your learning, you will have access to:
A weekly ‘virtual office hour’ – Your learning sales mentor/academic 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 Selected recorded keynote lectures/guest speakers (as appropriate)
o Links to core module academic materials; book chapters / journal articles / case materials etc.
o Examples of assessments (where possible) - & outline solutions
Mentor
You will be allocated a mentor for this final module of the programme. This person will be selected from Edinburgh Napier’s EMentor
scheme or the bank of sales professionals who are members of either the Association of Sales Professionals or the
Institute of Sales Management. Arrangements are being put in place to provide you with a reduced fee membership of one or
other of these bodies in order to access additional materials as well as keeping you up to date with developments in the world
of sales. Membership of the bodies is advisable but not compulsory.
The mentor will assist you in selecting a suitable topic for your Sales Practice Project and in particular guide you as you
consider the practical application of the topic selected into the workplace and business environment. Mentors will be given a
document that outlines their duties as a mentor which will be shared with you. We strongly recommend that you take advantage
of this additional support.

Formative Assessment:
The range of formative activities enables an iterative process of negotiation of and feedback on evidence required to meet the
University assessment criteria as the learner and mentor engage in a dialogue within this relationship. Part of the formative
assessment is the delivery of a 1000 word proposal that will inform the final summative assessment.

Summative Assessment:
The culmination of this process is the submission of the required evidence in the form of a summative assessed Sales
Practice Project report of 5,000 words.

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Online Groupwork (Scheduled) 20
Independent Learning Guided independent study 380
Total Study Hours400
Expected Total Study Hours for Module400


Assessment
Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Project - Written 25 1-2 5 HOURS= 0, WORDS= 1000
Project - Written 75 1-6 14 HOURS= 0, WORDS= 5000
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100
2019/0, Trimester 1, Online,
Occurrence: 001
Primary mode of delivery: Online
Location of delivery: WORLDWIDE
Partner:
Member of staff responsible for delivering module: Barbara McCrory
Module Organiser:


Learning, Teaching and Assessment (LTA) Approach:
Learning & Teaching methods including their alignment to LOs
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. To support your learning, you will have access to:

A weekly ‘virtual office hour’ – Your learning sales mentor/academic 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 Selected recorded keynote lectures/guest speakers (as appropriate)
o Links to core module academic materials; book chapters / journal articles / case materials etc.
o Examples of assessments (where possible) - & outline solutions

Mentor
You will be allocated a mentor for this final module of the programme. This person will be selected from Edinburgh Napier’s E-Mentor scheme or the bank of sales professionals who are members of either the Association of Sales Professionals or the Institute of Sales Management. Arrangements are being put in place to provide you with a reduced fee membership of one or other of these bodies in order to access additional materials as well as keeping you up to date with developments in the world of sales. Membership of the bodies is advisable but not compulsory.
The mentor will assist you in selecting a suitable topic for your Sales Practice Project and in particular guide you as you consider the practical application of the topic selected into the workplace and business environment. Mentors will be given a document that outlines their duties as a mentor which will be shared with you. We strongly recommend that you take advantage of this additional support.



Formative Assessment:
The range of formative activities enables an iterative process of negotiation of and feedback on evidence required to meet the University assessment criteria as the learner and mentor engage in a dialogue within this relationship. Part of the formative assessment is the delivery of a 1000 word proposal that will inform the final summative assessment.

Summative Assessment:
The culmination of this process is the submission of the required evidence in the form of a summative assessed Sales Practice Project report of 5,000 words.

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Online Groupwork (Scheduled) 20
Independent Learning Guided independent study 380
Total Study Hours400
Expected Total Study Hours for Module400


Assessment
Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Project - Written 25 1 and 2 5 HOURS= 0, WORDS= 1000
Project - Written 75 All 14 HOURS= 0, WORDS= 5000
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100

Description of module content:

This module will assist you in your personal, academic and professional development by encouraging you to apply a range of academic and practical (functional) skills. You will be assisted in identifying an individually negotiated real-time practice-based project on which to base a report that will be or may be of benefit to you in your professional sales career and/ or the company in which you presently work.

This module seeks to raise your awareness of practice-based learning in the context of your sales role (or a previous sales role). It considers the organisation as a learning environment to enhance your capabilities, skills, competencies and opportunities through a real world experience as part of your on-going education. The module focuses on sales/ selling practice-based issues relevant to you and will seek to help you develop skills in the diagnosis of problems, research and analysis, development of strategies to address problems, and techniques of written presentation.

You will be formatively assessed through a 1,000 word Proposal. When this is satisfactorily completed, you may progress to a 5,000 word Sales Practice Project report.

INTRODUCTION
UNIT 1 – Introduction to Practice Projects
What are Practice Projects, how they are constructed, their use and application etc.

FOUNDATION
UNIT 2 – Introducing action research
An introduction to action research, the action research cycle, the context and purpose of action research… enacting the action research cycles in a Sales Practice Project
UNIT 3 – Understanding action research
An introduction to the building blocks of action research as practical knowing, and organisational development through action learning… understanding how action research can inform a Sales Practice Project

IMPLEMENTATION
UNIT 4 – Constructing and selecting your project
How to go about constructing, selecting and writing up an action research proposal… developing a Sales Practice Project suitable for you for this module

UNIT 5 – Designing and implementing your project
Consider how change to your role/ your organisation can be planned through action research. How to go about collecting data for your project and when to know you have enough data… processing the implementation of a Sales Practice Project

UNIT 6 – Using frameworks to study your organisation
How to identify what is going on in your organisation, systems think and practice, change and learning… understanding your organisation so that you can implement an ‘insider’ project

UNIT 7 – Preparing a draft proposal for your action research project
How to construct an articulate, easy to read proposal that meets the assessment criteria…
The Proposal will identify:
-Scope of the Report
-Specific aims unique to the report, and
-Methods by which the outcomes will be achieved

ISSUES & CHALLENGES IN RESEARCHING YOUR OWN ORGANISATION
UNIT 8 – Researching your own organisation and your role within your organisation
How to use the 4 quadrant model to research your organisation or an organisation you previously worked in…
Quadrant 1 - the 'area of free activity' or information ‘about the person’ - behaviour, attitude, feelings, emotion, knowledge, experience, skills, etc. known by the person ('the self').
Quadrant 2 – the ‘blind self or ‘blind area’ or is what is known about a person by others in the group, but is unknown by the person him/herself.
Quadrant 3 – the ‘hidden self’ or ‘hidden area’ or what is known to ourselves but kept hidden from, and therefore unknown, to others.
Quadrant 4 – the ‘unknown self’ or ‘area of unknown activity’ or information, feelings, experiences etc. that are unknown to the person him/herself and unknown to others in the group.

UNIT 9 – Managing ethics and organisational politics
How to negotiate gaining access and permission, and building and maintaining support from peers and relevant subsystems within an organization, and treatment of sensitive issues etcetera … assessing ethics and politics using the ‘force field analysis’ model

UNIT 10 – Writing up your report
How to construct an articulate, easy to read report that meets the assessment criteria…
The Report will include:
-Executive summary
-Introduction to the topic chosen – rationale and relevance to you/ your previous or current organisation
-Brief reprise of relevant models/ concepts underpinning your project
-Design and approach taken, for the report
-Findings and discussion
-Conclusion and recommendations
-References

Please note that the subject of the Sales Practice Project and the specific aim(s) and learning outcomes arising from it will be unique to each individual learner. The negotiation of the Proposal will be between you and your mentor (see Learning & Teaching methods section for more information about mentors for this module), and overseen by the module leader.

Learning Outcomes for module:

Upon completion of this module you will be able to:
LO1: Evaluate and appraise appropriate techniques to allow detailed investigation into a relevant sales issues and/ or challenges
LO2: Evaluate and appraise outcomes relevant to professional sales practice that will result from the evidence-based report addressing the identified issues and challenges drawn from the learner’s personal experience and knowledge and understanding from the completion from some or all of the other 20 credit modules on the Programme
LO3: Evaluate and appraise existing selling & sales models and concepts as a basis for the approach to a sales practice project.
LO4: Acquire and discuss data and information in the context of the sales issues and/ or challenges which you face/ on which have chosen to do your Sales Practice Project report
LO6: Present in written form a Proposal then write up your findings and recommendations in the form of a Report. You will able to apply some sales theory to practice by demonstrating you have sourced and evaluated business collateral and some academic literature into the overall topic of sales management

Indicative References and Reading List - URL:

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