Module Details

Module Code: MGMT7092
Title: Food Sales & Negotiation
Long Title: Food & Beverage Sales & Negotiation
NFQ Level: Intermediate
Valid From: Semester 2 - 2024/25 ( January 2025 )
Duration: 1 Semester
Credits: 5
Field of Study: 3450 - Business & Management
Module Delivered in: no programmes
Module Description: The module develops the learner’s understanding and skillset of selling and negotiation within the food and beverage industry. Students will look at the theoretical and practical dimensions of selling and negotiation. Students will learn how to sell and negotiate to success, from creating an initial sales opportunity, and developing a sales pipeline to negotiating a winning deal. Application of selling and negotiation skills to elsewhere in the industry and to the learners' professional and personal lives will also be considered.
 
Learning Outcomes
On successful completion of this module the learner will be able to:
# Learning Outcome Description
LO1 Apply the theory of selling and negotiation within the food and beverage industry.
LO2 Critically analyse the application of selling and negotiation strategies within the food and beverage industry.
LO3 Formulate a successful sales plan and strategy, including lead generation.
LO4 Execute a successful sales pitch and negotiation.
LO5 Self-appraise and evaluate one's own sales and negotiation ability, skill, and tendencies.
LO6 Illustrate professionalism within the food and beverage industry.
Dependencies
Module Recommendations

This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
Requirements

This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.
No requirements listed
 
Indicative Content
The Nature of Selling
Definition of selling, evolution of selling, characteristics of successful salespeople, role of selling in the food and beverage industry and how selling and marketing function together.
The Selling Process within the food and beverage industry
Lead generation, sales funnel, elevator pitch, the sales presentation, follow up and customer relationship management.
The Nature of Negotiation
Definition of negotiation, characteristics of negotiation, negotiation within the food and beverage industry, benefits of negotiation and the role of negotiation within the food and beverage industry.
Ethics in Selling & Negotiation
Definition of ethics, importance of ethics in selling and negotiation, deceptive tactics in negotiation, dealing with deception when negotiating.
Communication for Selling & Negotiating within the food and beverage industry
The role of language in communication, how people communicate in selling and negotiation, improving communication in selling and negotiation, body language when selling and negotiating and language and acronyms specific to the food and beverage industry.
Best Practices in Selling & Negotiation
Being prepared, identifying strategies, when to walk away, managing coalitions, protecting your reputation and continuing to learn from your experience.
Module Content & Assessment
Assessment Breakdown%
Coursework100.00%

Assessments

Coursework
Assessment Type Practical/Skills Evaluation % of Total Mark 50
Timing Week 10 Learning Outcomes 3,4,5,6
Assessment Description
A role play exercise. Preparation and execution of staged selling and negotiation situation within the food and beverage industry including a lead generation strategy. This will involve an in-person presentation and written document.
Assessment Type Reflective Journal % of Total Mark 50
Timing Week 13 Learning Outcomes 1,2,5
Assessment Description
Reflecting on negotiation scenarios and own negotiation skill development. Draft submission of first entry due Week 3 for feedback.
No End of Module Formal Examination
Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.

The University reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Class Based Instruction Every Week 2.00 2
Lecturer-Supervised Learning (Contact) Contact Selling skills practice and negotiation role play Every Week 1.00 1
Independent & Directed Learning (Non-contact) Non Contact Independent Study Every Week 4.00 4
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Class Based instruction Every Week 2.00 2
Lecturer-Supervised Learning (Contact) Contact Selling skills practice and negotiation role play Every Week 1.00 1
Independent & Directed Learning (Non-contact) Non Contact Independent study Every Week 4.00 4
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
 
Module Resources
Recommended Book Resources
  • Roy Lewicki,Bruce Barry,David Saunders. (2021), Essentials Of Negotiation, Seventh. McGraw-Hill Education https://ebookcentral.proquest.com/lib/munster/detail.action?docID=6212614, New York, [ISBN: 9781260570458].
  • DAVID. LANCASTER JOBBER (GEOFFREY. LE MEUNIER FITZHUGH, KENNETH.),Geoffrey Lancaster,Kenneth Le Meunier-Fitzhugh. (2019), Selling and Sales Management, Eleventh. Pearson Education Limited https://ebookcentral.proquest.com/lib/munster/detail.action?docID=5751942, UK, [ISBN: 9781292205021].
  • Daniel H. Pink. (2013), To Sell Is Human, Penguin, [ISBN: 1594631905].
Supplementary Book Resources
  • Roy J. Lewicki,Bruce Barry,David M. Saunders. (2014), Negotiation, McGraw-Hill Europe, [ISBN: 9780077862428].
  • Roger Fisher,William Ury. (2012), Getting to Yes, Random House Business Books, [ISBN: 9781847940933].
  • Dietmeyer, Brian and Kaplan, Rob. (2004), Strategic Negotiation: a breakthrough 4-step process for effective business negotiation, Dearborn Trade Publishing https://ebookcentral.proquest.com/lib/munster/detail.action?docID=226210%0A, [ISBN: 9781597341561].
  • Beasor, Tom. (2006), Great Negotiators : How the Most Successful Business Negotiators Think and Behave, First. Taylor Francis Group https://ebookcentral.proquest.com/lib/munster/detail.action?docID=429655&pq-origsite=summon#, [ISBN: 9780754685500].
This module does not have any article/paper resources
Other Resources