Business & Management MA(SocSci)/BSc/LLB/MA
Entrepreneurial Selling MGT4093
- Academic Session: 2026-27
- School: Adam Smith Business School
- Credits: 15
- Level: Level 4 (SCQF level 10)
- Typically Offered: Semester 2
- Available to Visiting Students: Yes
- Collaborative Online International Learning: No
- Curriculum For Life: No
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:
■ An overview of entrepreneurial selling and its importance
■ The link between sales and entrepreneurship
■ An understanding of the entrepreneurial sales process and the key tools required for successful selling
■ An appreciation of factors that influence entrepreneurial sales
Timetable
8 x 2 hour lectures
2 x 2 hour tutorials
Excluded Courses
None
Co-requisites
None
Assessment
1. Written assignment, including essay; Individual; 1500 words; 60%; ILOs 1, 2, 3, 5.
2. Practical skills assessment: sales pitch video; Group; 5 minutes; 40%; ILOs 3, 4.
Course Aims
This course aims to introduce students to the core concepts of entrepreneurial selling. In particular, the course will combine entrepreneurship and sales theory & practice to illustrate the importance of sales and sales management within organisations. More specifically, the course aims to:
■ Provide students with an in-depth understanding of the sales process and how this relates to managing a business.
■ Review the skills and behaviours required for effective selling in various contexts e.g. Business to Business (B2B) and Business to Consumer (B2C).
■ Equip students with the necessary knowledge, confidence, tools, and skills in order to be able to identify and undertake a selling role.
■ 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 (B2B) 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 sales pitch video.
5. Reflect on where selling fits into the entrepreneurial process within an organisation.