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PROFESSIONAL SELLING (U24000) TUTOR NOTES FOR TEACHING BLOCK 1 I hope these tutor notes help with the overall week by week schedule and planned activities along the way. The new handbook is the ‘go to’ artefact for this unit, and helpful for seminar tutors too. Do feedback your comments and do not hesitate to make suggestions along the way.

Assessments:

Item

Assessment

Type

Weight

Ind.or Group Group

LOs assessed

Submission date

1

Coursework

Roleplay & call 50% plan

1, 2 and 4

40%

Ind.

3 and 5

To take place between 3/12-14/12/18 10/5/19

2

Coursework

3

Learning log

Reflective report Coursework

10%

Ind.

1-5

5/4/19

Role Play – TB1 To be completed between 3rd and 14th December 2018 Working in 3’s (one seller, two buyers), the task is to conduct a meeting where both parties achieve some value. Students should plan fifteen minutes of dialogue only, as the thirty minute slot has to allow for feedback and turnaround between pairs. The role play is in 2 stages so that students get an opportunity to receive formative feedback. -

During consolidation week, in their group of 3 they will produce a call plan. This needs to be uploaded to the moodle dropbox by 5th November 2018. The role play takes place in weeks 12 & 13 (to be completed by 14th December).

You will assess the role play alone, recording the performance and immediate feedback. During the first two weeks of January (directed activity), all videos will be reviewed by another tutor on this unit, and the recorded feedback in class will be used as summative feedback, accompanied by extra comments on the sales call feedback sheet (p11 & 12 handbook). This will be uploaded to moodle with a final mark within the 20 days. Please note that the overall mark is not directly derived from an arithmetic formula linked to the list of criteria on the sales call feedback sheet, as many variables may occur in a meeting which cannot be anticipated, but should be taken into account. Full details for the role plan and call plan can be found in the handbook on pages 6-8. 1


Attendance at presentations: In the week 5 session you need to formally decide who is presenting in weeks 12 and 13. Students should be very clear that non attendance at a presentation will equate to a mark of zero. If they have genuine reasons for non-attendance, they must talk to their personal tutor and submit an ECF to the undergrad centre. Valid reasons for an ECF are usually related to unforeseen medical problems, bereavement etc. IT related problems – the dog ate my memory stick etc – are NOT covered. On the odd occasion when there has been a university wide systems problem, academic registry have applied a blanket extension to submission dates. If you have one student who does not turn up to the presentation but has a valid ECF, as long as the student has contributed fairly to the preparation of the work, please encourage the rest of the group to help him/her and present the role play again within the 20 days, If the group feels the student has not helped with the preparation of the role play, then need to consider the absent student forming a “group of one” with the seminar tutor acting as the buyer. The ECF will allow him/her an extra 20 days to make the presentation. You will need to agree a mutually convenient time for this.

Reflective report – TB2 To be completed by 10/5/19. The students work in teams of 6-7 to develop and implement a winning account strategy for their business. They will use the simulation software KAM2win. Once the key account planning simulation has finished, each team will prepare (consolidation week in TB2) to present to Globalman in week 08 (TB2) and explain what happened. Formative feedback will be given by seminar tutors. Thereafter, each student must produce a 2,500 word reflective report from the key account exercise. This needs to be an analytical and reflective discussion of your learning journey. Avoid just describing what you did – it will not get very good marks. All assessment tasks must be completed by students individually, unless stated otherwise. Please be very clear that it is an assessment offence to work together with other students to produce a piece of assessed work that is submitted as your own.

Full details for this assessment can be found in the handbook on pages 13-16.

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Learning logs – TB1 and TB2 Based on class preparation and in class activities throughout TB1 and TB2. Each learning log contributes 1 mark towards a maximum of 10 marks on a pass/fail basis. To ensure that students do not treat these activities as a ‘tick box’ exercise, students will be expected to upload ‘outside of class’ activities to a designated moodle drop-box that will go live from the beginning of the week the work is due. These should be completed 2 days before the seminar day in the designated week (to receive feedback from your seminar tutor), or on the day of the seminar if an in-class activity. Feedback for feed-forward is encouraged for students to maximise their potential throughout this unit. The seminar tutor should sign off (or not) in the week due. Learning logs can’t be signed off retrospectively unless there is a valid reason for not attending/ECF. Seminar tutors should record the sign off using the google spreadsheet. There will be one excel spreadsheet showing the student names in each seminar group. The learning log signed by your tutor must be uploaded by 23.55pm on 5th April 2019. Fraudulent signatures will result in 0 marks and the offense will be recorded The learning log sign off record shows the week number/date due and whether the work needs to be uploaded. See p17 in the handbook.

Unit assessment If a student does not achieve an overall mark of 40% for the unit, they may need to undertake the second attempt assessment. There are 2 pieces of coursework relating to the role play and reflective report. Full details of the assessment can be found on pages 20 and 21 of the unit handbook. There is no second attempt work for the learning logs. A student will know for sure whether they have to do the second attempt work after their Board of Examiners has met (date tbc but generally end of June). The portal will be updated once this has taken place. If they have only failed this unit, the Board of Examiners may compensate them (ie increase their mark to 40%). The BoE can only do this if they have achieved 30-39% overall for the unit. This will apply to any unit a student is doing – if they have attempted it but it is the only unit they have failed, they are very likely to be compensated. If the student has failed this unit and one other, they will need to undertake the second attempt assessments for both units. If they have failed 2 or more units, they will need to repeat the units next year and not be able progress to their third year.

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Moodle site: The moodle site has been re-designed to help the students navigate easily around the site. For each week there are 5 main folders: Seminar materials: Reading lists: Videos: What do we know? Additional materials

Power points, case studies Essential reading for the topic Supporting videos for the topic Recap quiz on previous week topic Reading list and videos to support

Additional materials can be added to the folders by the seminar tutors if these will add value. A quick update for the teaching team is required. There are a number of additions to the site, and therefore want to highlight a few to discuss in first seminar: Centre of page: Welcome video – snapshot of the unit - Sales topic and news of the week – please send me through any suggested post - Learning outcomes clearly outlined Assessment information – broken down with descriptor and key dates - Submission boxes for all the main artefacts - Learning logs to be uploaded (to be released the week they are due) - Title of seminar and seminar week (these match the programme outline, p25-26 handbook - 5 folders (discussed earlier) - Epigeum – avoiding plagiarism (quiz for Reflective writing week) -

The repository of material from PSSM a (L6) is available at the bottom of the site. Please use and share with other seminar tutors if you feel this would add value to any of the week’s activities. There is some excellent material here, that I will go through over the course of the unit!

Right hand side of page: - Full details of the module team - Submission procedure for on-line (comprehensive and clear for students) - ECF procedure (as above) - Student support - PBS TSU details

Blended learning activities Kahoot – this will be used in conjunction with moodle quizzes. This is an interactive tool to be used at the end of the seminar to either reinforce key principles/concepts or gain a real grasp by the seminar tutor on the learning that has taken place. 4


Padlet – a web application that allows users to create simple online spaces that look like a piece of paper or a blank wall. A great tool for creating ideas and notes for the role play.

Reading list and additional readings too In the first seminar, please emphasise the importance of reading around the topic, with specific emphasis on the core texts and chapters on SPIN and BRD. A hard copy of the SPIN chapter and Business Relationship Development Box (Rogers) chapter is available for each student. The title in the seminar folder matches the title in the reading list. Ankur has developed a tool where we can see what material has been reviewed/read by our students. Please watch this space?

General information on attendance Please take a register each week. If you have persistent non-attendance (eg 3 consecutive classes missed) or erratic attendance, please ensure you email the student copying in the personal tutor. You can find out who their personal tutor is by looking at “my units” on the student’s portal. The reason for doing this is so the personal tutor can be forewarned about any potential problems and take action accordingly. If a student does not attend the week 5 session and is not in a group of 3 (for the role play), please email them to remind them of the group-work element of the assessment and ask them to attend the following week so they can be allocated to a group.

Student issues that might arise If a problem arises for a student that looks like it will continue for the academic year, the student can apply for a Suspension of Studies (SoS). Typical reasons for suspending could include chronic health problems, financial issues, and mental health problems. There are fee implications for suspending and there are cut off points Christmas and Easter (just need to check for 18-19). As year 2 students, they should have a better grasp of academic regulations, and hopefully they would be in contact with their tutor too. If there are other problems that become apparent in your session, please let me know so we can resolve as a team.

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Seminar / Lecture/Activity Programme – Teaching Block 1 Teaching Week 02

Week commencing: 24th September 2018

INTRODUCTION AND THE ROLE OF SALES IN DELIVERING VALUE Objectives:

   

Contents in brief:

  

Introduce the unit Explain assessment requirements Consider the key characteristics of selling in B2B and B2C markets Consider the role of sales in delivering value to shareholders and customers Where personal selling occurs in B2C and B2B What personal selling involves The nature of customer value

Reading:

On-line lecture.

Seminar exercises:

Terho H, Haas A, Eggert A and Ulaga W (2012). “It’s almost like taking the sales out of selling” – towards a conceptualization of value-based selling in business markets. Industrial Marketing Management. 41(1), 174-185. Spend time reviewing the moodle on-line content. Discussion re: sales meeting assessment. In teams:  Discuss a really good experience of buying something where a salesperson was involved  Discuss a really bad experience of buying something where a salesperson was involved  Analyse the differences between them  Itemise these for feedback to the group Plenary: Kahoot quiz to understand the learning that has taken place in this seminar

Student activity after class:

Ensure you are famililar with the contents of the unit handbook and moodle site. Any questions, email your seminar tutor. Prepare for guest lecture 1st October 09.00 ML LE.01

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Teaching Week 03 GUEST LECTURE : 1st October 2018 : ML LE1.01 09.00 Becky Lodge Craig Osborne 10.00 UNDERSTANDING BUYER TYPES AND PURCHASING: Objectives:

    

Contents in brief:

Reading:

     

Appreciate the differences between adaptive selling and transactional selling, and the relationship between adaptive selling and sales performance. Discuss how salespeople are motivated, and how this might be improved Examine the role of the purchasing professionals Appreciate purchasing strategy Consider supplier responses to purchasing strategy Communications theory The characteristics of adaptive selling Questioning, listening and sales performance Purchasing strategy, Kraljic matrix Impact of purchasing strategy on sales strategy Guest speakers: Becky Lodge (Buyer types) & Craig Osborne, (Purchasing)

On-line lecture. Spiro R and Weitz B (1999) Adaptive Selling: Conceptualization, Measurement, and Nomological Validity. Journal of Marketing Research (JMR); 27(1), 61-69. Read this article over the next 2 weeks. This is an academic article (and a bit tricky), but very relevant. The authors have worked on a model to define the detail of adaptive selling.

Proudfoot J G, Corr P J, Guest D E and Dunn G (2009). Cognitivebehavioural training to change attributional style improves employee well-being, job satisfaction, productivity and turnover. Personality and Individual Differences. 46 (2), 147-153.

In lecture exercises:

Q & A with guest speakers Be an active note taker. Learning log task

Student activity after class:

From notes in lecture, reflect on key things you have learnt. Upload to moodle dropbox by 8th October. Start to read the academic article (Spiro) in preparation for SPIN in week 4

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Teaching Week 04

Week commencing: 8th October 2018

QUESTIONING STRATEGY AND SPIN Objectives:

Contents in brief:

Reading:

  

Recap on the learnings from the guest lecture – refer to learning log task Discuss the theory of adaptive selling Explore the role of the salesperson in delivering customer value

 

A commercial role of adaptive selling The SPIN model

On-line lecture. Rackham N (1996), “The SPIN Selling Fieldbook” McGraw-Hill, New York Chapter 2. This reading is relevant to the seminar activity and the sales meeting plan to be submitted by November 24th. It is a very easy to read and understand introduction to SPIN* - a questioning technique for solution selling. Hard copy to be handed out in seminar

Seminar exercises:

Watch some clips from Sales meeting video. Explore the SPIN questioning methodology using examples Learning log activity – SPIN questions for either B2C or B2B business. Sign off log from week 3 and this week’s learning log activity. Take a look at the sales meeting ‘Anatomy of a sales call’ video and other material on Moodle. Plenary: Kahoot quiz on SPIN to understand the learning that has taken place in this seminar

Student activity after class:

Read, read, and then read again the SPIN chapter (Rackham) In preparation for week 05, read SKF (2010). The way to drive real sustainable profit to the bottom line.

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Teaching Week 05

Week commencing: 15th October 2018

SOURCING STRATEGY ; ETHICAL NEGOTIATION Objectives:

    

Contents in brief:

     

Reading:

Recap on the SPIN model Discuss organisational buying behaviour & recap on the role of the purchasing professional including the use of the Kraljic matrix. Refer to Craig Osborne’s presentation. Understand the nature of negotiation in the sales/purchasing context Examine negotiation strategies and tactics Connecting negotiations with mutual value The DMU, the purchasing professional, purchasing strategy and the impact on sales strategy Recap on the Kraljic matrix Customer objections – opportunity or threat? Preparing for negotiation Exploring mutual value Closing sales calls

On-line lecture (from 04) SKF (2010). The way to drive real sustainable profit to the bottom line. Online lecture. DelVecchio S, Zemanek J, McIntyre R and Claxton R (2004). Updating the adaptive selling behaviors: tactics to keep and tactics to discard. Journal of Marketing Management, 20(7-8), 859-875

Seminar exercises:

Discuss the SKF (2010) resource above (students should have read before seminar). Handling objections. Questioning strategy from the buyer’s point of view Nominate or agree upon the teams of 3 for role play. Introduce Padlet (on line web application) to create a blank wall for creating ideas and notes for the role play) Plenary: Kahoot quiz on KRALJIC MATRIX and NEGOTIATION to understand the learning that has taken place in this seminar

Student activity after class:

In preparation for week 06, read “don’t mention the close, I mentioned it once but I think I got away with it” (see reading list) Anatomy of a sales call – review this series of videos : moodle week 05

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Teaching Week 06

Week commencing: 22nd October 2018

PREPARING FOR SALES CALLS AND NEW BUSINESS DEVELOPMENT Objectives:

  

Recap on negotiation, including ZOPA/BATNA Plan how to prepare for a successful sales meeting Examine specific challenges inherent in winning new customers: The need for customer acquisition; identifying new business, the customer acquisition process; the role of reference accounts; persuasive proposals

  

Preparing for sales calls Getting past gatekeepers Researching the customer

Contents in brief:

Reading: Refer to the sales meeting video and other material on Moodle relating to sales competitions.

Seminar exercises:

Have the teams of 3 for the role play been agreed? Have they used Padlet to create a board for ideas? Discussion: What makes a successful sales call? Sales call planning – refer to the call plan proforma – moodle wk 07 Reading required from Week 05 “don’t mention the close, I mentioned it once, but I think I got away with it” in relation to the topic this week. Is everyone clear on task during consolidation week? CALL PLAN Plenary: Kahoot quiz on PREPARING FOR SALES CALLS to understand the learning that has taken place in this seminar

Student activity after class:

10

All groups must meet during the consolidation week to prepare their call plan. This needs to be uploaded by 5th November 2018 – one copy, detailing the UP numbers for the whole (3 person) group.


Teaching Week 07

Week commencing: 29th October 2018

PRODUCING A CALL PLAN FOR YOUR ROLE PLAY – CONSOLIDATION WEEK Objective:

Produce a call plan incorporating the aspects of SPIN

Contents in brief:

Incorporate the learning’s from weeks 01-06 in to call plan

Use Padlet to create ideas and bring together a comprehensive call plan for your role play. Share with your team members

Reading:

Review: Rackham N (1996), “The SPIN Selling Fieldbook” McGraw-Hill, New York Chapter 2. This reading is relevant to the seminar activity and the sales meeting plan to be submitted by November 24th. It is a very easy to read and understand introduction to SPIN* - a questioning technique for solution selling.

Seminar exercises:

N/A

Student activity once activity completed:

One copy (to include all group UP numbers) to be uploaded to moodle dropbox by 5th November 23.55pm

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Teaching Week 08

Week commencing: 5th November 2018

CALL PLAN FEEDBACK AND ROLE-PLAY PRACTICE Objectives:

Contents in brief:

Seminar tutor to give feedback on Call plan

Revise and refresh any aspect that you may need to consider

Deliver a 3-5 minute role play for the scenario

Class to give constructive feedback on role plays presented to allow the whole class to move forward.

Post the schedule of presentations on moodle

  

Receiving feedback from seminar tutor and peers Preparing a draft role play Delivering a 3-5 minute role play for the scenario

Reading:

Refer to chapter 2 – SPIN (Rackham 1996)

Seminar exercises:

Seminar tutor to give feedback to each group on their call plan submitted. Each group will present a 3-5 minute draft role play for their scenario. Peers to make notes and give constructive feedback after the presentation. Seminar tutor to (loosely) use the feedback criteria assigned to the role play. Flip chart to be used to make notes of key aspects/areas to consider for all role plays.

Student activity after class:

Review and act upon feedback from seminar tutor and peers. In preparation for week 09, read Anderson, J. C., Narus, J. A., & Van Rossum, W. (2006). Customer value propositions in business markets. Harvard Business Review, 84(3), 90.

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Teaching Week 09

Week commencing: 12th November 2018

THE VALUE PROPOSITION AND CUSTOMER ACQUISITION PROCESS Objectives:

Contents in brief:

Assess whether feedback from seminar tutor and/or peers has been implemented. Q&A in class.

Examine the key points from the pre-reading (Anderson 2006) article

Outline the importance of value propositions in sales

Assess and consider how value propositions can be effectively communicated to and created with customers

Discuss why is it important to find new customers

   

Defining value propositions Preparing an elevator pitch Delivering a 1 minute elevator pitch for the role play scenario Importance of new customers?

Online Moodle resources. Reading: Anderson, J. C., Narus, J. A., & Van Rossum, W. (2006). Customer value propositions in business markets. Harvard Business Review, 84(3), 90. Seminar exercises:

Q&A on implementation of feedback from previous week presentations. Discuss: What is a value proposition. One person from each group to present their scenario to the rest of the class in 1 minute. Peer group to be active note takers and give constructive feedback. Establish where/how we might acquire new customers and the value of our existing customers? Sign off call plan learning log (uploaded) and in class elevator pitch too.

Student activity after class:

Plenary: Kahoot quiz on VALUE PROPOSITION AND CUSTOMER ACQUISITION to understand the learning that has taken place in this seminar All members of group to hone their elevator pitch skills for their scenario. Prep for week 10 : Read Bhattacharjee, A; Liyan Zhang L (2011) Cultural Toolkit for Indians Desirous of Doing Business in China. Vikalpa: The Journal for Decision Makers. 36 (2) 59-80

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Teaching Week 10

Week commencing: 19th November 2018

INTERNATIONAL PERSPECTIVES ON BUSINESS COMMUNICATION Objectives:

Contents in brief:

Discuss some key aspects from the required reading prior to this seminar : Cultural Business (2011)

Consider cultural differences in buyer/seller exchanges

Examine how a seller should adapt to a buyer from a different culture

A critique of Hofsted’s cultural model from a sales perspective

Online lecture. Reading: Bhattacharjee, A; Liyan Zhang L (2011) Cultural Toolkit for Indians Desirous of Doing Business in China. Vikalpa: The Journal for Decision Makers. 36 (2) 59-80.

Seminar exercises:

Discuss: What cultural differences do sales people need to consider in international contexts? Hofstede’s cultural dimensions raise a number of limitations – what are they? Use Red Carnation videos to illustrate how an international business deals with cultural differences Case study – selling in China : read the case study and answer the questions:

Plenary: Use the slides on Chinese and Indian business etiquette to appraise the learning and understanding in this seminar.

Student activity after class:

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If plenary not covered, students to review the Chinese and Indian business etiquette with a view to use as recap in week. 11.


Teaching Week 11

Week commencing: 26th November 2018

CUSTOMER ANALYSIS AND KEY ACCOUNT MANAGEMENT Objectives:

Recap on cultural aspects to consider by use of PPT slides for China and India (week 10)

Explain how organisations analyse their customers

Give a framework for Key Account Management

Discuss the role of the Key Account Manager

Examine the skills required in Key Account Management

Name the teams for the KAM2Win simulation

Discuss the plan for the directed activity from 7th – 18th January.

Justify the importance of getting off to a good start, and being prepared for w/c 21st January.

Identify areas to consider before role plays start 3 December

The role of the KAM Contents in brief: The skills required in key account management Teams for K2W Simulation, plus brief for directed activity 7-18th January 2019 Online lecture. Reading: McDonald, M. and Woodburn, D. (2006) Key Account Management: The Definitive Guide, 2e. Taylor & Francis Ltd. Discuss the KAM2Win simulation Seminar exercises: Identify the areas to consider before any decision is made, and in the planning stage (7-18 January) Discuss the principles of key account management Use the Cloverleaf case study for key account management

Student activity after class:

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Plenary: Kahoot with key aspects for directed activity in January, plus areas to consider in the teams. Plan for role play in week 12 or 13. Work through action plan. Check the role play schedule on moodle. Failure to attend on time will result in a failure for this assessment.


Week commencing: 3rd December through to 14th December 2018

Teaching Week 12 and 13 ROLE PLAY ASSESSMENTS :

Students to arrive 10 minutes before their allocated time slot. Objectives:

Plan to assess the 15 minute role play the teams of 3 have been working on since the beginning of TB1.

Prior to role play, ensure as the sole marker you have: - notice on door (quiet, presentation in place….) - video fully charged - list of names and the groups presenting - mark sheets - marking criteria from handbook - timer. 15 mins for presentation, plus verbal feedback to be recorded too. - updated call plan to refer to in call

record the verbal feedback too. Give yourself time to reflect by asking the students to go outside before you record the verbal feedback.

Once presentations finish, take video back to TSU for uploads. These will be available to a second marker working on the unit during the first 2 January.

Written feedback : 2-3 brief comments on positive aspects from the presentation and 2-3 areas for improvement to be typed on sales call feedback sheet. Once second marked and reviewed, this will be uploaded to moodle with an agreed mark.

________________________________________________ Prior to students going on Christmas break:

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Explain and reinforce the importance of the KAM2win team directed activity in the first 2 weeks of term.

Discuss log activity (w/c 21/1) presenting to the class your research findings.

Confirm the teams all have their passwords for access to the simulation


Programme Outline 2018/19 Teaching Block 1 Teaching Week Week beginning 1 17 September 2

24 September

3

1 October

4

8 October

5

Topic

Location

Induction Week Introduction and the role of sales in delivering value Understanding buyer types and purchasing strategy 1st October – ML LE1.01 09.00 Questioning strategy (salesperson) and SPIN

Seminar

15 October

Sourcing strategy; ethical negotiation;

Seminar

6

22 October

Preparing for sales calls and new business development

Seminar

7

29 October

8

5 November

Consolidation Week - Producing a call plan for your role plan Call plan feedback and role-play Seminar practice

9

12 November

The value proposition

Seminar

10

19 November

International perspectives on business communication

Seminar

11

26 November

Customer analysis and Key account management (KAM2Win selection)

Seminar

12

3 December

Role play assessments

13

10 December

Role play assessments

Schedule on Moodle Schedule on Moodle

17 December 24 December 31 December

CHRISTMAS BREAK

Christmas Break: 17th December 2018 – 4th January 2019

17

Learning log activity

GUEST LECTURE 09.00 Seminar

take notes in lecture, reflect on key things you have learnt Complete SPIN questions for B2C or B2B business

Call plan to be submitted by 5th November. Elevator pitch for the role play


Teaching Block 2 Week

Week beginning 7 January 14 January

Topic

Location

DIRECTED ACTIVITY. In your team, research Globalman (customer), and nominated supplier. Gain a solid grasp of the portfolio of tools used by purchasing and salespeople to Key accounts. KAM2Win Workshop 1 Seminar Are we ready to go?

1

21 January

2

28 January

KAM2Win Workshop 2

Seminar

3

4 February

KAM2Win Workshop 3

Seminar

4

11 February

KAM2Win Workshop 4

Seminar

5

18 February

KAM2Win Workshop 5

Seminar

6

25 February

KAM2Win Workshop 6

Seminar

7

4 March

8

11 March

9

18 March

Consolidation Week – in your team, prepare to present to your tutors (Globalman) and class on what you have learnt from the simulation. What went well, and where you could have improved. Key account simulation presentations Reflective writing Seminar

10

25 March

Ethics, bribery, corruption

Seminar

11

1 April

Careers and employability

Seminar

12 13

8 April 15 April 22 April 29 April 6 May

Learning log activity (summary)

Present to the class findings from directed activity Written definition of key account management Prepare a SWOT for your customer and your company Present the opportunities of using the B2B BRD Summary of key account management

Present as a team on learnings from simulation

EASTER BREAK Revision and 1:1 feedback Revision and 1:1 feedback (submit report 10th May 19

Seminar Seminar

Easter break: Monday 8 April 2019 to Friday 26 April 2019 (3 weeks) Easter Bank Holidays: Friday 19 April 2019 and Monday 22 April 2019 First Sitting Exam Period: Monday 13 May 2019 – Friday 7 June 2019 May Bank Holidays: Monday 6 May and Monday 27 May 2019 Second Attempt/Defer Exam Period: Monday 8 July 2018 – Friday 26 July 2019 Second Attempt Coursework Submission Date: Friday 26 July 2019 Handbook: See page 18 for second attempt coursework and pages 4-16 show full details of assessment work for this unit. 18


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