Award in Principles of Marketing and Sales

The Award in Principles of Marketing & Sales module seeks to provide students with the skills necessary for an entrepreneur or senior executive within an SME to understand the roles of marketing and sales and the importance of a smooth integration of both for the success of a business. The course deals with the critical challenge of developing organisations which are customer centric and the challenges to be overcome in this regard. It seeks to identify best practice and provide an overview of current marketing and sales tools and services, particularly those related to Customer Relationship Management CRM, that are available to entrepreneurs and managers of SMEs. The course enables students to use such tools allowing them to develop, implement and monitor their own integrated marketing and sales campaigns. The focus is on the importance of taking the customer perspective in all decision making within the organisation, to ensure a continuity and consistency of messages throughout the various media used for the marketing and sales campaigns.

 Sessions Covered: 

• Session 1 – Defining Marketing
• Session 2 – Vision, Mission, Goals & Objectives
• Session 3 – Perspectives – CDO, B2C,B2B, B2G
• Session 4 – Customer Driven Organisation
• Session 5 – Perspectives – Retail, Wholesales, Manufacturing, Service
• Session 6 – The Marketing Mix and Marketing Plan
• Session 7 – SWOT Analysis , core competencies
• Session 8 – Market Segmentation and Positioning
• Session 9 – Marketing Mix & Business Relationship – Branding & Consumer Behaviour
• Session 10 – Relationship Marketing & Corporate buying behaviour
• Session 11 – Managing the Marketing Process – Designing Marketing Research
• Session 12 – Implementing effective market research
• Session 13 – The art of persuasion & interpersonal communication
• Session 14 – The sales Cycle
• Session 15 – Selling concepts and skills
• Session 16 – Walking the Talk
• Session 17 – Sales Potential & Sales Forecasting
• Session 18 – ICT and Marketing & Ethical Issues in Marketing and Sales

Hours of Total Learning for this module:

• Contact Hours: 58
• Self-Study Hours: 128
• Assessment Hours: 14
• Total Learning Hours: 200

Learning Outcomes:

At the end of the module/unit the learner will have acquired the following skills:

1. Apply the marketing mix as a tool to implement the organisation’s strategy.
2. Develop a business and Marketing plan.
3. Apply B2B and B2C best practices in relationship marketing to win over clients and consumers.
4. Applying e-business concepts and value creation to analyse e-business models.
5. Apply best practices in ethical persuasion throughout the sales cycle.

Each module will be assessed based on the following components:

1. Quality of Contributions in Forums: 30%
   • Evaluation of participation and the quality of insights shared in online discussion forums.
2. Quality of Contributions in Tutorials: 20%
   • Assessment of engagement and contributions during tutorial sessions.
3. Research-Based Assignments: 50%
   • Completion and quality of research-based assignments that demonstrate understanding and application of the course material.

Passing Criteria:

• Students must achieve an aggregate of 50% or higher across the three components to pass each module.

Scholarship Schemes for Maltese residents:

• MySkills Scheme: Malta residents are eligible for up to 80% reimbursement, capped at €5,000, subject to eligibility criteria. International students would be able to apply for the MySkills Scheme once they obtain their Student Temporary Residence Card (TRC). (For individual modules only)
• Get Qualified Scheme ( Scheme available for Maltese residents ) – 70% refund of course fee as a tax rebate