Module Title:Sales Management
Language of Instruction:English
Credits: 5
NFQ Level:7
Module Delivered In 2 programme(s)
Teaching & Learning Strategies: The emphasis in this course in on "action leaning". Class discussion and relevant case study material will be used to support the learner's application of the the theory. Learners will research a companies who are selling in international markets. Learners will also be expected to evaluate a sales's team performance through analysing and presenting their recommendations on an in depth sales management case study.
Module Aim: The aim of this module is to examine sales management theories in a modern sales and Marketing environment. Learners will research key developments in sales management including the impact of IT on sales and selling internationally.
Learning Outcomes
On successful completion of this module the learner should be able to:
LO1 Differentiate between sales and marketing strategies.
LO2 Critically evaluate modern selling and sales management concepts, techniques, strategies, and theories.
LO3 Examine and consider the essential contribution key account management and relationship management play in modern business selling.
LO4 Analyze the key sales management tasks of salesperson selection, recruitment, motivation, organisation and evaluation.
LO5 Analyse the impact of IT and International sales on Sales Management
Pre-requisite learning
Module Recommendations

This is prior learning (or a practical skill) that is recommended before enrolment in this module.

No recommendations listed
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed.
No requirements listed

Module Content & Assessment

Indicative Content
Introduction to Selling and Sales Management
• Environmental, managerial and technical forces impacting on sales • The relationship between the marketing and sales function • Relationship Selling / Key Account Management / Customer relationship Management
Sales management tasks
• Recruitment and Selection • Training, Motivation and Compensation • Organisation, Leadership and Evaluation
Selling to Managing Key Accounts
• Advantages and disadvantages • Building relationships with key accounts • Key account information and planning systems
International Selling
• Key differences in International Selling • Legal & Ethical Issues • Customs & Cultures
Information Technology in Sales
The impact of new technologies on sales. Evaluation of CRM (customer relationship management)
Assessment Breakdown%
Continuous Assessment50.00%
Continuous Assessment
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Other In class Sales Management Case Study preparation and analysis exam 1,2,3,4 50.00 n/a
No Project
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Practical/Skills Evaluation Learners research a company's approach to key changes in sales management including; international selling or implementing IT solutions into the role of the sales manager. 2,5 50.00 n/a
No End of Module Formal Examination

ITCarlow reserves the right to alter the nature and timings of assessment


Module Workload

Workload: Full Time
Workload Type Frequency Average Weekly Learner Workload
Lecture Every Week 1.50
Independent Learning Time Every Week 2.00
Total Hours 3.50
Workload: Part Time
Workload Type Frequency Average Weekly Learner Workload
Lecture 26 Weeks per Stage 0.75
Independent Learning Time 26 Weeks per Stage 3.10
Total Hours 100.00

Module Delivered In

Programme Code Programme Semester Delivery
CW_HHMKT_B Bachelor of Business (Honours) in Marketing 3 Elective
CW_BRLMB_B Bachelor of Business(Honours) in Management 3 Elective