Postgraduate Programme and Module Handbook 2012-2013 (archived)
Module BUSI43L15: Effective Sales Force Leadership (Block Taught)
Department: Business School (Business)
BUSI43L15: Effective Sales Force Leadership (Block Taught)
| Type | Tied | Level | 4 | Credits | 15 | Availability | Available in 2012/13 | Module Cap | None. |
|---|
| Tied to | |
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| Tied to |
Prerequisites
- None.
Corequisites
- None.
Excluded Combination of Modules
- Effective Sales Force Leadership (Blended Learning)
Aims
- To engage in a critical analysis of sales force management strategies and their contribution to the customer-oriented organisation
- To develop an understanding of, and ability to critically examine, strategies for building, managing and optimising returns from sales force resources
- To equip students with the conceptual and practical skills needed to organise and lead a sales force to competitive success
Content
- The changing competitive environment
- Theories of sales force management – structure, composition, resourcing, etc
- Developing a customer orientation
- Territory analysis and allocation models
- Time-effort allocation models
- Key account management
- Characteristics of the effective sales representative
- Characteristics of the effective sales force leader
- Sales and negotiation skills
- Performance management
- Leading the sales force to competitive success
Learning Outcomes
Subject-specific Knowledge:
- By the end of the module students should:
- have a critical understanding of the nature, structure and operation of the sales function within a range of customer-oriented organisations;
- have a grounded understanding of the key conceptual and practitioner perspectives on effective sales force leadership;
- have a critical appreciation of the key drivers of sales success.
Subject-specific Skills:
- By the end of the module students should:
- be able to examine and critically evaluate sales performance and trends;
- be able to develop an appropriate sales force management plan;
- be able to critically evaluate and reflect on personal sales, negotiation and leadership skills.
Key Skills:
- Effective written communication skills
- Planning, organising and time management skills
- Problem solving and analytical skills
- The ability to use initiative
- Advanced skills in the interpretation of data
- Advanced computer literacy skills
Modes of Teaching, Learning and Assessment and how these contribute to the learning outcomes of the module
- Learning outcomes will be met through a combination of taught input, groupwork, case studies and discussion, supported by guided reading and specially-written self-study material.
- The summative written assignment will test students' understanding of relevant concepts and their ability to apply what they have learned in the preparation of a sales force management plan.
Teaching Methods and Learning Hours
| Activity | Number | Frequency | Duration | Total/Hours | |
|---|---|---|---|---|---|
| Workshops (a combination of taught input, groupwork, case studies and discussion), timetabled in blocks | 28 | ■ | |||
| Preparation and reading | 122 | ||||
| Total | 150 |
Summative Assessment
| Component: Written Assignment | Component Weighting: 100% | ||
|---|---|---|---|
| Element | Length / duration | Element Weighting | Resit Opportunity |
| Individual written assignment, based on the development of a sales force management plan | 4,000 words maximum | 100% | Same |
Formative Assessment:
Students will receive feedback on their contributions in class.
■ Attendance at all activities marked with this symbol will be monitored. Students who fail to attend these activities, or to complete the summative or formative assessment specified above, will be subject to the procedures defined in the University's General Regulation V, and may be required to leave the University