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 also be expected to evaluate a sales 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 key account management and the impact of digital technology on sales and selling internationally.
Learning Outcomes
On successful completion of this module the learner should be able to:
LO1
Examine modern selling and sales management concepts, techniques,
strategies, and theories across different organisations.
LO2
Examine and consider the essential contribution key account management and relationship management play in modern business selling to changing customer journeys.
LO3
Analyze the key sales management tasks of salesperson selection, recruitment, motivation, organisation and evaluation. 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
Requirements
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.
Salesforce planning, organisation and design
• Recruitment and Selection
• Training, Motivation and Compensation
• Salesforce organisation, Leadership and Evaluation
International Selling
• Key differences in International Selling
• Customs & Cultures
Information Technology in Sales
The impact of new technologies on sales. Evaluation of CRM (customer relationship management)
Legal and Ethical Issues
Unethical sales behaviour, law and legal issues, management of unethical behaviour.
Sales Forecasting and budgeting.
Levels of forecasting, Designing and managing budgets.
Assessment Breakdown
%
Continuous Assessment
30.00%
Project
70.00%
Continuous Assessment
Assessment Type
Assessment Description
Outcome addressed
% of total
Assessment Date
Case Studies
In class Sales Management Case Study preparation and analysis exam
3
30.00
Week 22
Project
Assessment Type
Assessment Description
Outcome addressed
% of total
Assessment Date
Project
Learners develop a sales strategy for a company by undertaking research on the company's approach to sales management including; key account management, international selling and implementing digital solutions into the sales function to deliver customer value.
1,2,3
70.00
Sem 2 End
No Practical
No End of Module Formal Examination
SETU Carlow Campus reserves the right to alter the nature and timings of assessment