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Mastering The Sale

This subject is available under ICMS undergraduate degrees, please click the button below to find an undergraduate course for you.

Subject Code:


Subject Aim:

Sales is the lifeblood of any business. Modern sales focus on relationship building to help create trust between the seller and the buyer. Effective salespeople understand the needs of the buyer and develop a persuasive message to help differentiate the company’s product and/or services.

In this subject, students will be introduced to the sales process, from prospecting to closing the deal and managing the client. Additionally, students will be exposed to sales and psychology theories and techniques, which when used correctly, lead to them becoming their client’s trusted advisor. ‘Nothing happens until a sale is made’. (Thomas Watson Sr.)

Learning Outcomes:

  • a) Interpret customer’s wants through the different stages of the personal selling process
  • b) Integrate personal selling techniques to make adequate sales related dialogue
  • c) Create an impactful elevator pitch
  • d) Evaluate the key elements of successful sales management models and the approaches used

Student Assessment: