BUSI43S15: Sales Management (ONLINE)

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• Sales Management (Taught)

• 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

• 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

Subject-specific Knowledge:

• 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.

Subject-specific Skills:

• 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.

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 across a six month period, 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).
• 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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