Module BUSI43L15: Effective Sales Force Leadership (Block Taught)

Department: Business School (Business)

BUSI43L15: Effective Sales Force Leadership (Block Taught)

Tied To

• : (programme not found)

Pre-requisites

Corequisites

Excluded Combinations

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

• 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.

• 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.

• 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

Summative Assessment

Formative Assessment

Students will receive feedback on their contributions in class.