MKT30140 Marketing Negotiations

Academic Year 2020/2021

Delivered via Zoom for all of Sem 1. With the possibility of a blend of Zoom and on site classes for those taking the Sem 2 module (but this will only be confirmed nearer to the time). Regardless of the mode of delivery, attendance and interaction during the live (online or in-class) sessions will be expected, and will form part of the continuous assessment. The success of this module and the learning environment depends on a high level of interaction by all.

For any questions please don't hesitate to contact aisling.roche@ucd.ie

This module is designed to provide a knowledge and understanding of the role of negotiations and sales in the marketing environment. It includes the importance of developing a relationship strategy to created customer value in an ethical context. Students will be taught how to develop a customer strategy that addresses buyer behaviour. Through interactive, experiential learning in both group and individual situations, the module will also provide the student with the opportunity to analyse their own personal communication style, and equip them with tools to improve their own communication sales and negotiation approaches. The development and role of personal selling in the marketing concept will be developed. Topics covered include: Relationship strategies. Communication styles. The sales process. Buyer personality types. Buyer behaviour. The Science of Selling Assessing and developing your own personal selling style & skills. Developing a sales presentation. Negotiations.

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Curricular information is subject to change

Learning Outcomes:

At the end of this module students should be able to:

Explain the role and importance of selling in a marketing context.
List and explain the steps in the sales process.
Discuss the importance of a relationship strategy in creating customer value in an ethical context.
Discuss the importance of developing a customer strategy that addresses buyer behaviour.
Develop a personal selling philosophy that incorporates the marketing concept.
Apply these learning’s to their own personal sale styles.

Indicative Module Content:

Introduction to Marketing Negotiations

The evolution of selling & the sales and marketing relationship

Selling The Way Buyers Buy

Creating Value Through Relationship Strategies

Communication Styles

Creating Value In Sales & Negotiations

Negations Theory

Negotiations Theory – In Practice

The Science of Questioning

Sales Presentation Strategies

Student Effort Hours: 
Student Effort Type Hours
Lectures

24
Specified Learning Activities

48
Autonomous Student Learning

28
Total

100
Approaches to Teaching and Learning:
Lectures, reflective learning, active individual and group in class activities,written group assignment, in class group presentations. Class debate and discussion. Experiential learning exercises. Role play. Delivered virtually via Zoom until further notice, attendance and participation for during live sessions, will be graded to ensure an interactive experience for all. 
Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Not applicable to this module.
 
Assessment Strategy  
Description Timing Open Book Exam Component Scale Must Pass Component % of Final Grade
Assignment: End of year individual assignment Coursework (End of Trimester) n/a Graded No

50
Continuous Assessment: A combination of individual & group work Throughout the Trimester n/a Graded No

50

Carry forward of passed components
No
 
Remediation Type Remediation Timing
Repeat Within Two Trimesters
Please see Student Jargon Buster for more information about remediation types and timing. 
Feedback Strategy/Strategies

• Group/class feedback, post-assessment

How will my Feedback be Delivered?

Group written assignment - will receive both group and class feedback. Individual participation - will receive class feedback