Module Information

Module Identifier
Module Title
Academic Year
Intended for use in future years
Other Staff

Course Delivery

Delivery Type Delivery length / details
Seminars / Tutorials 8 Hours.
Lecture 32 Hours.


Assessment Type Assessment length / details Proportion
Semester Assessment Strategic Sales Portfolio  100%
Supplementary Assessment Resubmission of assessed coursework  100%

Learning Outcomes

On successful completion of this module students should be able to:

Demonstrate an understanding of the strategic issues associated with sales strategy and planning

Discuss the academic literature regarding the role of strategic sales management within organisations

Specify appropriate marketing communications for the sales force

Demonstrate an understanding of key account management and principles

Examing the role of technology within sales management

Discuss global issues associated with global sales management

Brief description

This module will introduce the major issues associated with strategic sales management within contemporary organisations. The module will also examine the latest academic literature relating to sales management and communication


Introduction to strategic sales management
Key account management and principles
Strategic implications of delivering customer value and satisfaction
Industry and product evolution and scope
Integrated marketing communications and sales management
Strategic electronic sales management
Global sales management

Reading List

Recommended Text
Baker, M (2000) Marketing Strategy and Management Macmillan, Basingstoke Primo search Hooley, G J, Saunders, J S and Piercy, N F (1998) Marketing Strategy and Competitive Positioning Prentice Hall, London Primo search McDonald (2001) Marketing Plans Butterworth Heinemann, London Primo search


This module is at CQFW Level 7