Professional Selling

Reflective Report – Individual (50%)In the first 6 weeks you will work towards conducting a role play (between a buyer and seller) for a B2B business of your choice. Your aim will be to conduct a meeting where both parties achieve some value. Your will work together to prepare for this call, so that you can explore the sales and the purchasing perspective, and map how these 2 professionals can realise mutual value. You both will need to demonstrate an understanding of the SPIN questioning technique. There will be opportunities for feedback from your tutor building up to the role play.

Thereafter, each student must produce a 2000 word individual reflective report about the role play exercise from the sellers perspective. You can be creative in a reflective report, and you can use the first person (“I”; “we” etc.), but you are still expected to refer to relevant literature, ie SPIN selling model. You may choose to use literature about team work, value proposition, and tools used by your buyer (Kraljic),and also reflective learning too. What tutors want to see is an analytical and reflective discussion of your learning journey on the topic of contemporary selling.