Module BUSI43Y15: Sales Management (TAUGHT)

Department: Management and Marketing

BUSI43Y15: Sales Management (TAUGHT)

Prerequisites

• None.

Corequisites

• None.

Excluded Combination of Modules

• Sales Management (ONLINE)

Aims

• To enable students to develop a comprehensive understanding of professional sales management, including its planning, structure, resources and performance evaluation
• To engage students with interdisciplinary perspectives on the nature of sales as an activity and a behaviour, together with the competences, skills and attributes of the sales manager role
• To equip students with the management skills needed to design and implement a strategic sales management plan

Content

• Perspectives on sales and the sales management profession
• Buying and selling processes
• Strategic sales organisations
• Client and key account management
• Organising the sales function
• Motivating and evaluating the sales function
• Sales force behaviour, codes of conduct and marketing ethics
• Sales force leadership – individual and organisational perspectives
• The strategic sales plan – development, implementation, evaluation

Learning Outcomes

• On completion of the module students should have an advanced knowledge and critical understanding of:
• The nature and scope of sales as a profession;
• Key theories of sales, selling and sales force optimisation;
• Key models of client and account management;
• Current strategic issues, challenges and debates in sales management.

• On completion of the module students should:
• Have acquired skills in the mapping and analysis of sales;
• Be able to apply a range of sales quality evaluation models/tools;
• Be able to apply a range of forecasting models and techniques in a sales context;
• Be able to apply selected performance measurement tools in a sales context.

• 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 assessment of the module is designed to test the acquisition and articulation of knowledge and critical understanding, and skills of application and interpretation within the business context.

Teaching Methods and Learning Hours

Summative Assessment

Formative Assessment:

Group presentation

■ 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