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Each lecture will be of 1-hour duration followed by one 2-hours weekly workshop. The workshops will be detailed discussions on the lecture topic covered in the previous week. It will allow students to digest the lecture content and prepare themselves for the workshop session the following week.

For the lecture, students should read a specific chapter in the required textbook. It will help them understand the lecture content better. There is no evidence of preparation needed for the lecture, though.

For the workshops, students are supposed to revise the lecture slides from the week before and prepare the workshop answers to general questions related to the topic and case study answers for workshop discussion.

The required textbook will be available on MyUni as per the library guidelines. Students can also purchase the required textbook through the third-party link provided on MyUni. Other recommended reading material (22 book links) is provided to help students further deepen their knowledge (in their own time). It will help them form their ideas and have quality workshop discussions.

Workshops are designed to discuss ideas and critique each other's perspectives. Students do not need to prepare formal workshop answers and bring them to the class as evidence of preparation. Instead, having a few points they want to discuss concerning the general weekly questions and the given case study for the week would be a starting point for the students.

The information below is provided as a guide to assist students in engaging appropriately with the course requirements.

Please refer to the course outline on MyUni:

Assessment 1:
Workshop Participation (10%):
Students will be required to attend every lecture and workshop and come prepared to discuss general questions and case studies in each class (three times a week) for four weeks. Students will be marked on their participation in the workshop, not their attendance. Students must speak up, share their ideas, and critique others' ideas. The grading for participation grades will begin from the first class. Each workshop will be marked out of 1 point for participation. To deserve a mark for participation one each class, students should consider whether they:

Assessment 2:
Midterm test (30%)
Students will be taking a test with a set of 5 questions. Out of these five questions, students would need to choose three. All the questions will be theoretical and require students to apply the critical thinking and theories they have learned in the first half of the course. The midterm test will be on the first four topics only.

Note: You are not allowed to copy and paste the definitions from the textbook or any other sources. The questions will test your understanding of the concepts and are not designed to test your memory only.

Assessment 3:
Individual Experienced-Based Essay (30%):
This is a 2000-word assignment with Times New Roman font, 12 pt, and 1.5 line spacing (Please do not change the format of the Word document).
Students will be required to identify one of their experiences (personal or professional). This experience could be on a range of ideas, such as customer, manager, peer, subordinate, friends, family relationships, and so on. The students need to evaluate their intentions to establish the relationship. They need to explain the relationship and identify a particular incident when they either tried to convince, influence, and present their ideas to these people (or a group of people) or when others tried to persuade, influence, and explain their ideas to the students. The assignment aims to understand how students' mindset works and what sort of process, strategy, or mechanisms were established to win the conversation. Students would need to answer the following three:

1. What (the context of their experience)
2. Why (what they did, what was their rationale behind it)
3. How (Did they win or lose?; Why do they think they got the result (either win or lose)?)

Assessment 4 (30% in Total):
Part a. Group Report (15%):
This is a 3000-word assignment with Times New Roman font, 12 pt, and 1.5 line spacing. (Please do not change the format of the Word document).

Students will have to watch two movies that involve Selling as the movie's main context. Students will be required to identify the pros and cons they thought existed in the film (of selling) from those two movies. Following this, they need to discuss a sales plan to train the sales professional on minimising cons and develop a training manual that could help sales trainers train recruits and existing sales professionals. Also, this training manual will be a practical guide for sales training. The students should explain the practicality of their suggestions and risk mitigation strategy to minimise risk arising from implementing their recommendations.

Once your group report is complete, only ONE group member will submit ONE group assignment file electronically using the link which will be made available on the MyUni course website.

Note: Please do not upload multiple copies of the group report.

Turnitin similarity software will be utilised to indicate potential plagiarism. If your similarity report is greater than 30% (not considering assignment coversheet with plagiarism policies, references, headings, subtitles, etc.), it is strongly advised that you refer to the following link: /student/academic-skills/academic-integrity-for-students

If, as a result of this process, your assignment is submitted after the due date, a late submission penalty will be applied (5% per day). Students must retain a copy of all assessments submitted. You can resubmit your assignment multiple times (with the same file name) until the due date: time, but note that it may take several hours for turnitin.com to generate your similarity report.

Suggested Assignment Structure (Feel free to choose your own):

Introduction (10%): 
Objective: Explain the purpose of the assignment. Be creative.

Movie Analysis (30%): 
Movie Selection: Clearly state the two movies you have chosen to analyse

State their Pros and Cons:
Movie 1: Thoroughly examine the pros and cons of the sales techniques showcased, providing detailed explanations.
Movie 2: Thoroughly examine the pros and cons of the sales techniques showcased, providing detailed explanations.

Comparison: 
Compare and contrast the sales techniques from both movies, highlighting key similarities and differences.

Sales Plan Development (30%)
Minimising Cons:
Identify Issues: List the main cons or problematic sales techniques observed across the two movies.
Solutions: Propose practical, research-backed solutions to effectively address and minimise these issues in real-world sales scenarios. Sales Plan:
Objectives: Set clear, measurable goals for improving sales performance and developing a reflexive sales mindset.
Action Steps: Outline specific, actionable steps to achieve the stated objectives.

Training Manual (15%)
Modules:
Basic Techniques: Explain fundamental sales techniques, emphasising their importance in developing a reflexive approach.
Building Relationships: Provide tips and strategies for creating and maintaining strong customer relationships.
Communication: Discuss effective communication strategies and techniques for handling objections.
Closing Sales: Present techniques for successfully closing sales through a consultative approach.
Continuous Improvement: Outline methods for ongoing self-improvement and adapting to changing market dynamics. Activities: Include a variety of engaging role-playing exercises, practice activities, and self-assessment quizzes to reinforce the learning objectives.

Practicality and Risk Mitigation
Practicality: Explain how the proposed sales training manual and its components can be effectively implemented in real-world sales training programs.
Risk Mitigation: Identify potential risks or challenges that may arise during the implementation and suggest appropriate strategies to mitigate them.

Conclusion (15%)
Summary: Concisely recap the main points and key takeaways from the assignment.
Final Thoughts: Reflect on the importance of effective sales training in developing a reflexive selling mindset and achieving long-term success in the field.

References: Cite all sources, including the movies, in Harvard Referencing format. Please refer to the Communications Skills guide  

Part b. Group Presentations (15%):
After getting the feedback on the group report, students will be required to prepare a 20-minute presentation to showcase what they have learned, followed by a 10-minute question and answer session. In this presentation, students will be required to role-play and not read from the handout. The assignment is to establish whether students can use active listening techniques to constructively create a personal connection, develop rapport, and create warmth and openness with the audience. It will also test their understanding of theoretical concepts, which they need to use to present their arguments in role-plays.

The grade for these presentations will be based on one’s team performance; therefore you and your teammates will share the grade. Please refer to MyUni to know the topics available for presentations.

• To gain a pass for this course, a mark of at least 50% must be obtained for all assessments.
• Students not achieving the minimum exam mark will be awarded an aggregate course mark of no more than 49%.
• Students who receive an aggregate course mark between 45% and 49% may be offered a supplementary examination. Your performance in the replacement assessment will determine whether you are awarded a Pass grade for the course with a maximum aggregate course mark of 50%.
• Attendance at all the workshops is expected. Your attendance and participation will be recorded. You are expected to come prepared to discuss and present the questions outlined in the workshop schedule and contribute to all associated activities. Your workshop participation grades (10%) will be based on your in-workshop contributions.

Please refer to the course outline on MyUni:

Assessment 1:
Workshop Participation (10%):
Students will be required to attend every lecture and workshop and come prepared to discuss general questions and case studies in each class (three times a week) for four weeks. Students will be marked on their participation in the workshop, not their attendance. Students must speak up, share their ideas, and critique others' ideas. The grading for participation grades will begin from the first class. Each workshop will be marked out of 1 point for participation. To deserve a mark for participation one each class, students should consider whether they:

Assessment 2:
Midterm test (30%)
Students will be taking a test with a set of 5 questions. Out of these five questions, students would need to choose three. All the questions will be theoretical and require students to apply the critical thinking and theories they have learned in the first half of the course. The midterm test will be on the first four topics only.

Note: You are not allowed to copy and paste the definitions from the textbook or any other sources. The questions will test your understanding of the concepts and are not designed to test your memory only.

Assessment 3:
Individual Experienced-Based Essay (30%):
This is a 2000-word assignment with Times New Roman font, 12 pt, and 1.5 line spacing (Please do not change the format of the Word document).
Students will be required to identify one of their experiences (personal or professional). This experience could be on a range of ideas, such as customer, manager, peer, subordinate, friends, family relationships, and so on. The students need to evaluate their intentions to establish the relationship. They need to explain the relationship and identify a particular incident when they either tried to convince, influence, and present their ideas to these people (or a group of people) or when others tried to persuade, influence, and explain their ideas to the students. The assignment aims to understand how students' mindset works and what sort of process, strategy, or mechanisms were established to win the conversation. Students would need to answer the following three:

1. What (the context of their experience)
2. Why (what they did, what was their rationale behind it)
3. How (Did they win or lose?; Why do they think they got the result (either win or lose)?)

Assessment 4 (30% in Total):
Part a. Group Report (15%):
This is a 3000-word assignment with Times New Roman font, 12 pt, and 1.5 line spacing. (Please do not change the format of the Word document).

Students will have to watch two movies that involve Selling as the movie's main context. Students will be required to identify the pros and cons they thought existed in the film (of selling) from those two movies. Following this, they need to discuss a sales plan to train the sales professional on minimising cons and develop a training manual that could help sales trainers train recruits and existing sales professionals. Also, this training manual will be a practical guide for sales training. The students should explain the practicality of their suggestions and risk mitigation strategy to minimise risk arising from implementing their recommendations.

Once your group report is complete, only ONE group member will submit ONE group assignment file electronically using the link which will be made available on the MyUni course website.

Note: Please do not upload multiple copies of the group report.

Turnitin similarity software will be utilised to indicate potential plagiarism. If your similarity report is greater than 30% (not considering assignment coversheet with plagiarism policies, references, headings, subtitles, etc.), it is strongly advised that you refer to the following link: /student/academic-skills/academic-integrity-for-students

If, as a result of this process, your assignment is submitted after the due date, a late submission penalty will be applied (5% per day). Students must retain a copy of all assessments submitted. You can resubmit your assignment multiple times (with the same file name) until the due date: time, but note that it may take several hours for turnitin.com to generate your similarity report.

Suggested Assignment Structure (Feel free to choose your own):

Introduction (10%): 
Objective: Explain the purpose of the assignment. Be creative.

Movie Analysis (30%): 
Movie Selection: Clearly state the two movies you have chosen to analyse

State their Pros and Cons:
Movie 1: Thoroughly examine the pros and cons of the sales techniques showcased, providing detailed explanations.
Movie 2: Thoroughly examine the pros and cons of the sales techniques showcased, providing detailed explanations.

Comparison: 
Compare and contrast the sales techniques from both movies, highlighting key similarities and differences.

Sales Plan Development (30%)
Minimising Cons:
Identify Issues: List the main cons or problematic sales techniques observed across the two movies.
Solutions: Propose practical, research-backed solutions to effectively address and minimise these issues in real-world sales scenarios. Sales Plan:
Objectives: Set clear, measurable goals for improving sales performance and developing a reflexive sales mindset.
Action Steps: Outline specific, actionable steps to achieve the stated objectives.

Training Manual (15%)
Modules:
Basic Techniques: Explain fundamental sales techniques, emphasising their importance in developing a reflexive approach.
Building Relationships: Provide tips and strategies for creating and maintaining strong customer relationships.
Communication: Discuss effective communication strategies and techniques for handling objections.
Closing Sales: Present techniques for successfully closing sales through a consultative approach.
Continuous Improvement: Outline methods for ongoing self-improvement and adapting to changing market dynamics. Activities: Include a variety of engaging role-playing exercises, practice activities, and self-assessment quizzes to reinforce the learning objectives.

Practicality and Risk Mitigation
Practicality: Explain how the proposed sales training manual and its components can be effectively implemented in real-world sales training programs.
Risk Mitigation: Identify potential risks or challenges that may arise during the implementation and suggest appropriate strategies to mitigate them.

Conclusion (15%)
Summary: Concisely recap the main points and key takeaways from the assignment.
Final Thoughts: Reflect on the importance of effective sales training in developing a reflexive selling mindset and achieving long-term success in the field.

References: Cite all sources, including the movies, in Harvard Referencing format. Please refer to the Communications Skills guide  

Part b. Group Presentations (15%):
After getting the feedback on the group report, students will be required to prepare a 20-minute presentation to showcase what they have learned, followed by a 10-minute question and answer session. In this presentation, students will be required to role-play and not read from the handout. The assignment is to establish whether students can use active listening techniques to constructively create a personal connection, develop rapport, and create warmth and openness with the audience. It will also test their understanding of theoretical concepts, which they need to use to present their arguments in role-plays.

The grade for these presentations will be based on one’s team performance; therefore you and your teammates will share the grade. Please refer to MyUni to know the topics available for presentations.