BSc : Professional Practice in B2B Sales
Only 16 spaces left for the October 2024 start date,
Course Overview
For companies in the UK, apprenticeships represent a government-backed initiative to support the further development of skills in the workplace.
Designed around an employer-developed Standard for competence in a specific role, our apprenticeships not only combine on-the-job learning with a structured study approach, but our programmes are also future-proofed. Meaning, we don’t just train to satisfy today’s demands, we equip students with training that will prepare them for future demands that may occur as the sales industry continues to develop.
This is what we call Transformative Learning.
Consalia’s BSc ‘Degree Apprenticeship has been developed specifically to meet the role ‘Standard’ for a Business-to-Business Sales Professional. The programme provides employers with the opportunity to attract, grow, retain and transform their sales talent, through structured professional and business development.
Who is this programme for?
This first-degree level qualification is for aspiring and early-mid tier salespeople wishing to enhance their professional skills in business-to-business sales. The programme offers a highly practical approach to learning that is immediately applicable to workplace demands.
This is ideal for school leavers who are entering the world of sales looking to develop their technical sales skills and be a part of a sales team while gathering valuable work experience.
Expected Outcomes
At the completion of the Level 6 BSc Professional Practice in B2B Sales Apprenticeship, participants will have the qualifications, confidence and knowledge the progress into the next role in their career.
Programme Details
This programme consists of 15 core modules of guided study tailored to your working environment. Each year also contains a work-based project where you can apply your study in your company.
Year 1 - Foundations of B2B selling
Modules
- The B2B Sales Environment
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- Introduction to sales
- Commercial acumen: ‘Are we making money’
- The customer lifecycle
- The sales franchise (4 things to understand)
- B2B sales today – key trends and transformation
- The buying organisation, buying & sales cycles
- Buyer-seller communication & relationships
- Market Insights
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- Accessing and analysing market insights
- Analytical and strategic frameworks
- Applying and exploiting market intelligence
- Stakeholder analysis and management
- Applying market insights for prospecting and qualification activities
- Customer insights and digital selling
- Introduction to Digital Selling
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- Social selling
- Digital technologies and sales
- Introduction to digital communication
- Personal branding and presentation
- Applying market insight and intelligence
- The power and importance of social influence
- Planning and Reflecting for Successful Learning
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- Provides knowledge of the key skills required for successful work-based study at degree level
- Introduces the process of learning, reflecting on, evaluating and planning ones development.
- Addresses problem solving, reasoning, inquiry methods, creative thinking and evaluation techniques.
Evidencing your Learning
A learning journal maintained throughout the programme, becoming a collection of work-based evidence that demonstrates the skills, knowledge and behaviours that the apprentice has acquired against the standard, how learning has been applied and their achievements and capabilities.
Work-based negotiated project
End-of-year project designed to improve or inform areas of the apprentice’s B2B Sales practice. The project will be contextualised to the apprentice’s work environment and will reinforce the knowledge, skills and behaviours developed throughout year 1 of the programme.
Work-based learning
Your study and work are integrated, and your time will be dedicated to learning what is aligned to your role.
Year 2 - Advanced Selling Skills
Modules
- Commercial Acumen
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- Understanding financial structures
- The role of accounting and finance in business for commercial decision making
- Financial Statements and Cash Flow
- Analysis of accounting information
- Cash forecasting, business planning and management control
- Commercial decision making
- Developing Sales Solutions & Proposals
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- Designing customer value propositions
- Managing bids, tenders and proposals
- Delivering solutions to customers
- Creating superior customer experiences
- Managing and improving the customer experience
- Measuring customer experience
- Third Box Thinking
- Psychology of Selling & Negotiating
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- What customers want
- What builds trust
- Different personality types. How this effect influencing approaches in sales and negotiations
- Distributive and Integrative Negotiation - Approach and Tactics
- Planning for the Negotiation - pre-meeting, meeting and post-meeting
- Attitudes and attributes for negotiation; ethics for negotiation
- Persuasion models and influencing theories
- Power analysis
- Customer Experience
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- Customer experience (CX), value & expectation
- Customer Journey Mapping
- How CX can inform Sales Strategy
- Customer effort, retention and selection
- Relationship quality as a predictor of loyalty
Evidencing your Learning
A Learning Journal maintained throughout the programme, becoming a collection of work-based evidence that demonstrates the skills, knowledge and behaviours that the apprentice has acquired against the standard, how learning has been applied and their achievements and capabilities.
Work-based negotiated project
End-of-year project designed to improve or inform areas of the apprentice’s B2B Sales practice. The project will be contextualised to the apprentice’s work environment and will reinforce the knowledge, skills and behaviours developed throughout year 1 of the programme.
Blended and face to face
Face to face interactions are important but not always possible. A mixture of online and in-person learning has the greatest benefit.
Year 3 - Professional Sales Practitioner
Modules
- Professional & Ethical Sales Practice
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- Ethics in business and organisations
- Ethics in Sales
- Personal and Ethical underpinnings
- Regulation and compliance
- Strategic Planning in B2B Sales
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- Organisational sales execution and planning
- Managing the Sales Portfolio
- Project examples: ‘How well do we do...' or 'How effective are we at …'
Evidencing your Learning
A Learning Journal maintained throughout the programme, becoming a collection of work based evidence that demonstrates the skills, knowledge and behaviours that the apprentice has acquired against the standard, how learning has been applied and their achievements and capabilities.
Professional Proposal & Research Skills
To help the apprentice prepare for their final work-based project, where they research and develop a theme related to their Sales Practice. The apprentice will be guided and supported to develop and enhance their research skills in the context of work-based learning.
Final Project
A contextualised work-based project covering all the relevant activities of a B2B Sales Professional which will demonstrate enhancement of the apprentice’s professional practice.
The right tools to suceed
Our learning system combines world-class content, a unique system of learning based on reflective practice and coaching.
Endpoint Assessment (EPA)
The endpoint assessment is specifically designed to test the professional competence of the apprentice to undertake the B2B Sales Professional job role. The assessment approach will cover all the knowledge, skills and behaviours defined in the Apprenticeship standard.
The EPA is assessed using the final work-based project, together with a presentation. It will also include a panel interview with a sales pitch.
Upcoming Start Dates
To learn more or hear about alternative options that may suit you, contact the team via contact@consalia.com or fill in a form using our 'Get in Touch' tab.
| Start Dates | Places Left | |
|---|---|---|
| October 2024 | 16 |
The Student Experience
Our students come from many different industries and have been transformed by our Level 6 apprenticeship programmes. Consalia's work-based learning approach provides students with the opportunity to immediately implement their learning. Additionally, students have the unique opportunity to network with fellow professionals from various backgrounds in the sales business.
Your Teaching Team
A group of highly motivated and professional education specialists guide our students through their studies. Unlike other schools we are very hands-on in our approach, discovering together how we can adapt the modules and learning to complement your working environment.
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Dr Philip Squire
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Tina Dickens
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Hilary Watkinson
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Louise Sutton
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John Climpson
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Steve Gaskell
Your Classmates
Each cohort will consist of a mixed group of professionals from various backgrounds and from various companies. This provides each individual with a unique opportunity to not only learn but network within their group.
- Gender:
- Male 69% - Female 31%
- Age Range:
- 18 - 56 years
- Average Age:
- 24 years
- Class Size:
- 22
Catherine Arnold
Account Manager, Royal Mail
It’s made me focus a lot more on what I’m doing and how I’m planning things, and it’s made me think about ‘actually am I meant to be doing that? Is that going to make me achieve anything?’
Companies that have benefitted from this programme
at least 20% of your study will take place as in company learning
- 2 Cohort intakes a year
- 20-24 Students per cohort (variety of industries)
- 70+ Students graduated
- Two A levels at grade D or above, or equivalent
- Maths and English GCSE is preferable but not essential
- Applicants with prior sales experience but who do not meet these criteria are welcome to apply. Their circumstances will be discussed.
Find out more about the programme and other opportunities by filling in your details through our 'Get in Touch' tab. Alternatively, contact the Consalia team: contact@consalia.com
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