MKT30140 Consultative Selling and Negotiations

Academic Year 2023/2024

Delivered primarily on site in the classroom (Covid guidelines permitting). With the possibility of a few online sessions. 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 understanding communication styles as well as what influences decision making. This understanding supports the development of a relationship strategy to created customer value in an ethical context. 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 The Science Of Selling Communication styles, Selling The Way Buyers Buy, Emotional Intelligence In Sales, Neuromarketing, Buying Motives, Questioning and Virtual Negotiations.