Description of unit
The aim of this unit is to develop a critical awareness of sales planning and operations. Learners will analyse the stages involved in the selling process, and evaluate the role of personal selling in creating value and developing customer relationships in a variety of contexts and environments.
The unit will also consider the management and organisation of the sales force to achieve sales objectives.
Summary of learning outcomes
To achieve this unit a learner must:
1 Explore the role of personal selling within the overall marketing of organisations
2 Identify and evaluate the stages in the selling process
3 Analyse the role and objectives of sales management
4 Examine the implications of operating in different sales environments and contexts.