Specifications of the qualifications and experience required of staff
Learning Outcomes
On successful completion of this module the learner will be able to:
#
Learning Outcome Description
LO1
Explain fundamental marketing and sales concepts and principles
LO2
Distinguish the principles and practices of selling and show an understanding of its importance as part of the marketing mix
LO3
Illustrate the basics of pricing, distribution, segmentation and a range of sales and marketing options
LO4
Discuss the scope of marketing within organisations including decision making processes, segmentation, the role of market
LO5
Evaluate and apply appropriate concepts and techniques to relevant marketing problems and situations including digital
LO6
Organise and conduct sales presentations, as well as planning and implementing sales management campaigns
Dependencies
Module Recommendations
This is prior learning (or a practical skill) that is required before enrolment on this module. While the prior learning is expressed as named NCI module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
No recommendations listed
Co-requisite Modules
No Co-requisite modules listed
Entry requirements
As per programme requirements (outlined in 4.2.2 Minimum requirements for general learning)
Module Content & Assessment
Indicative Content
Introduction to Marketing
Evolution of the marketing concept
The marketing environment
Customer Behaviour
Consumer and Business buyer behaviour
The decision making process
Influences on consumer decision making
Market Research
Categorising research methods and marketing information
Qualitative versus quantitative research
Scope of market research and market information systems
Segmentation Targeting and Positioning
Types of markets and the segmentation process
Targeting strategies
Positioning for competitive advantage
Product and Service Decisions
Introduction to basic product concepts
Packaging and labelling
Branding and brand management
Product line and mix decision
Product life cycle management
Pricing decision
Factors influencing pricing
General pricing approaches
Distribution and logistics management
Distribution channel structure
Channel design and management
Physical distribution
Online design and distribution
Marketing communications
Creating effective communications
Organising and managing the promotional mix
Advertising
Public Relations
Sales Promotion
Direct Marketing Strategy
Digital marketing and Selling
Personal selling and Sales Management
Defining the sales role
The Role of selling within marketing
Sales settings and strategies
Planning Sales Presentations
Objectives for the presentation
Sales techniques (features, advantages and benefits)
Presentation structure, style and behaviour
Organising visual materials
Managing audience interaction
Determining and handling substantive issues
Dealing with objectives
Concluding the presentation and closing the sale
Assessment Breakdown
%
Coursework
100.00%
Assessments
Full Time
Coursework
Assessment Type:
Continuous Assessment
% of total:
75
Assessment Date:
n/a
Outcome addressed:
1,2,3,4,5,6
Non-Marked:
No
Assessment Description: Project A 2,000 2,500 (not including bibliography and appendices), individual/group project which should develop a marketing and sales management programme to overcome a marketing based problem in their organisation, or an organisation of their choice.
Assessment Type:
Presentation
% of total:
25
Assessment Date:
n/a
Outcome addressed:
2,6
Non-Marked:
No
Assessment Description: Students will prepare, organise and deliver an individual / group sales presentation that centres on the product of service offering of their organisation, or an organisation of their choice. The presentation will be based on a role-play scenario of delivering a sales presentation to a prospective customer.
No End of Module Assessment
No Workplace Assessment
Reassessment Requirement
Coursework Only This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
Reassessment Description Students who do not achieve an overall pass mark in this module will be presented with a single assessment which will address all learning outcomes. This piece of assessment will be designed by the relevant member of faculty and validated by the second marker and extern.
NCIRL reserves the right to alter the nature and timings of assessment
Module Workload
Module Target Workload Hours 0 Hours
Workload: Full Time
Workload Type
Workload Description
Hours
Frequency
Average Weekly Learner Workload
Lecture
Classroom and demonstrations
36
Per Semester
3.00
Lecture
Independent learning
214
Per Semester
17.83
Total Weekly Contact Hours
20.83
Module Resources
Recommended Book Resources
Armstrong, G., and Kotler P. (2020) Marketing: An Introduction, 14th Ed., Pearson.
Fahey, J. & Jobber, D. (2016). Foundations of Marketing. 6th Ed., London. McGraw-Hill.
This module does not have any article/paper resources