Course Catalogue

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Entrepreneurs must build a strong sales pipeline to ensure profitable growth as they tackle other pressing issues - e.g., staffing, infrastructure, and financing. The course will cover the following:

■ An overview of entrepreneurial selling and its importance

■ The link between sales and entrepreneurship

■ An understanding of the entrepreneurial sales process and the key tools required for successful selling

■ An appreciation of factors that influence entrepreneurial sales

Lectures: 2 hrs x 8 weeks

Tutorials: 2 hrs x 2 weeks

Please refer to MyCampus for timetable

Entry to an Honours programme in Business and Management or a GPA of 12 in the level 2 courses listed below for students taking an Honours programme in another subject:

■ MGT2010 Business Decision Analysis

■ MGT2011 Fundamentals of Human Resource Management

■ MGT2012 Services and Operations Management

■ MGT2014 Entrepreneurship

None

Intended Learning Outcomes

Reassessments are normally available for all courses, except those which contribute to the Honours classification. For non-Honours courses, students are offered reassessment in all or any of the components of assessment if the satisfactory (threshold) grade for the overall course is not achieved at the first attempt. This is normally grade D3 for undergraduate students and grade C3 for postgraduate students. Exceptionally it may not be possible to offer reassessment of some coursework items, in which case the mark achieved at the first attempt will be counted towards the final course grade. Any such exceptions for this course are described below. 

This course aims to introduce students to the core concepts of entrepreneurial selling. In particular, the course will combine entrepreneurship and sales theory & practice to illustrate the importance of sales and sales management within organisations. More specifically, the course aims to:

1. Provide students with an in-depth understanding of the sales process and how this relates to managing a business.

2. Review the skills and behaviours required for effective selling in various contexts e.g. Business to Business (B2B) and Business to Consumer (B2C).

3. Equip students with the necessary knowledge, confidence, tools, and skills in order to be able to identify and undertake a selling role.

4. Support students to develop competencies in the key elements of the sales process: sales leads, buyer behaviour, pitching to customers, negotiations, objection handling and closing the sale.

By the end of this course students will be able to:

1. Critically evaluate the role of the sales function as a part of a company's overall marketing strategy.

2. Identify and explain the different stages of the sales process in the Business to Business (B2B) context.

3. Identify, explain, and apply the tools and techniques required to be successful in a personal selling role.

4. Select and organise material to be able to deliver a competent sales pitch video.

5. Reflect on where selling fits into the entrepreneurial process within an organisation.

Students must submit at least 75% by weight of the components (including examinations) of the course's summative assessment.