SBUS41980 Strategy for Breakthrough

Academic Year 2024/2025

This module introduces sales performance as a strategic element in a firm’s competitive toolkit. It will situate the sales function within a firm’s overall growth strategy and introduce the class to current business issues affecting drivers of sustainable growth and high performance. On this basis, it will address the integrated components required for organisations to align their strategy and sales such as: value chain analysis, sales, and marketing alignment, leveraging cross functional teams’ expertise and developing insight selling.

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Curricular information is subject to change

Learning Outcomes:

LEARNING OUTCOMES
On successful completion of this module, participants will be able to:
• Identify and align the key factors required to ensure strategy and sales are aligned in your business
• Reflect on and understand the different, and often complex, competencies and mindset required to be a high performer in sales and business development today
• Participate in an assessment of your current knowledge, skill, and discipline as salesperson and/or business leader, and get a roadmap for how to develop meaningful, lasting habits for you and your team
• Develop skills for successful people management and leadership in the sales function and cross functionally
• Introduction to insight selling as a powerful tool across your business, not just sales, to support and drive growth
• Understand how sales is changing, how this is already evolving and impacting your business and how to prepare for this new environment

Student Effort Hours: 
Student Effort Type Hours
Lectures

16
Specified Learning Activities

40
Autonomous Student Learning

60
Total

116
Approaches to Teaching and Learning:
The module has a detailed study guide. Students are required to complete the module pre-reading or pre-work prior to attending the seminar sessions. The sessions themselves will be a combination of lectures, group discussion, in-class presentations, case study discussions and classroom exercises. A heavy emphasis in the seminars is on teasing out the implications of theory for practical application in a workplace context.

 
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

Not yet recorded.

Carry forward of passed components
Yes
 
Remediation Type Remediation Timing
In-Module Resit Prior to relevant Programme Exam Board
Please see Student Jargon Buster for more information about remediation types and timing. 
Feedback Strategy/Strategies

• Feedback individually to students, post-assessment

How will my Feedback be Delivered?

Written feedback to be provided within 20 days of assignment deadline.

Name Role
Ms Maria Keany Tutor