Module Identifier MMM6430  
Module Title SALES MANAGEMENT  
Academic Year 2006/2007  
Co-ordinator Professor Gary P Akehurst  
Semester Semester 2  
Other staff Mr Steven Phillip Partridge  
Course delivery Lecture   32 Hours.  
  Seminars / Tutorials   8 Hours.  
Assessment
Assessment TypeAssessment Length/DetailsProportion
Semester Assessment Strategic Sales Portfolio100%
Supplementary Assessment Resubmission of assessed coursework100%

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

Content

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 Lists

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

Notes

This module is at CQFW Level 7