Sales is an important function in any commercial organisation. Within organisations, salespeople play a crucial role in aligning their organisation's offerings with customers’ needs, and in maximising value creation for both the customer and the selling firm. This unit develops students’ knowledge of theories and concepts underpinning the planning and organisation of a firm’s sales. It also focuses on developing students' knowledge of personal selling and negotiation, addressing the sales tactics applied in both B2B and B2C. Students develop teamwork and communication skills necessary for successful sales. Students will learn to critically analyse and apply ethical principles in relation to sales and sales negotiation.
