BUSI42X15: Effective Sales Force Leadership (ONLINE)

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• BUSI43L15: Effective Sales Force Leadership (Taught)

• 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

• 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

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

• The module is delivered via online learning, divided up into study weeks with specially produced resources within each week. Resources vary according to the learning outcomes but normally include: video content, directed reading, reflection through activities, opportunities for self-assessment and peer-to-peer learning within a tutor-facilitated discussion board. Tutors provide feedback on formative work and facilitate discussion board communication as well as being available for individual consultation as necessary (usually by email and Skype).
• 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.

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