Business & Management MA(SocSci)/BSc/LLB/MA

Entrepreneurial Selling MGT4093

  • Academic Session: 2021-22
  • School: Adam Smith Business School
  • Credits: 15
  • Level: Level 4 (SCQF level 10)
  • Typically Offered: Semester 1
  • Available to Visiting Students: Yes
  • Available to Erasmus Students: Yes

Short Description

Entrepreneurs must build a strong sales pipeline to ensure profitable growth as they tackle other pressing issues - e.g. staffing, infrastructure and financing. The course will cover the following:

■ The process of acquiring customers using selling skills in different contexts: B2B, B2C, technology

■ Managing the entrepreneurial sales process and key tools required for successful selling

■ Understand the sales process in different international and cultural contexts

■ Managing the sales function


Workshops: 2hrs x 10 weeks

Please refer to MyCampus for timetable

Excluded Courses



Intended Learning Outcomes

Are reassessment opportunities available for all summative assessments? Not applicable for Honours courses

Reassessments are normally available for all courses, except those which contribute to the Honours classification. For non-Honours courses, students are offered reassessment in all or any of the components of assessment if the satisfactory (threshold) grade for the overall course is not achieved at the first attempt. This is normally grade D3 for undergraduate students and grade C3 for postgraduate students. Exceptionally it may not be possible to offer reassessment of some coursework items, in which case the mark achieved at the first attempt will be counted towards the final course grade. Any such exceptions for this course are described below. 

Course Aims

This course aims to:

1. Provide students with an in-depth understanding of the sales process and how this relates to managing a business. 

2. Review the skills and behaviours required for effective selling in various contexts e.g. Business to Business and Business (B2B) to Consumer (B2C).

3. Equip students with the necessary knowledge, confidence, tools and skills in order to be able to identify and undertake a selling role.

4. Support students to develop competencies in the key elements of the sales process: sales leads, buyer behaviour, pitching to customers, negotiations, objection handling and closing the sale. 


Intended Learning Outcomes of Course

By the end of this course students will be able to:

1. Critically evaluate the role of the sales function as a part of a company's overall marketing strategy.

2. Identify and explain the different stages of the sales process in the Business to Business context.

3. Identify, explain and apply the tools and techniques required to be successful in a personal selling role.

4. Select and organise material to be able to deliver a competent video sales pitch.

5. Reflect on where selling fits into the entrepreneurial process within an organisation.

Minimum Requirement for Award of Credits

Students must submit at least 75% by weight of the components (including examinations) of the course's summative assessment.