| Module Identifier |
MM35510 |
| Module Title |
SALES MANAGEMENT |
| Academic Year |
2007/2008 |
| Co-ordinator |
Mr Nicholas Perdikis |
| Semester |
Semester 1 |
| Other staff |
Mr Steven Phillip Partridge |
| Pre-Requisite |
MM30710 Final year students only |
| Course delivery |
Lecture | 22 Hours. |
| Assessment |
| Assessment Type | Assessment Length/Details | Proportion |
|---|
| Semester Exam | 2 Hours | 60% |
| Semester Assessment | Case Analysis | 40% |
| Supplementary Exam | 2 Hours | 60% |
| Supplementary Assessment | 1 piece of coursework | 40% |
|
Learning outcomes
At the end of this module participants will be expected to have an increased understanding of how sales managers:
-
Screen, recruit and select members of the salesforce
-
Organise and structure a salesforce
-
Reward and motivate salespeople
It is also expected that students will be more able to evaluate, in an informed manner, the everyday issues, problems, etc. that sales managers routinely face in these key areas.
Aims
This module aims to:
Provide students with an understanding of a broad range of sales management activities (recruitment, selection, training, deployment, evaluation, reward and control).
Improve, via extensive use of case studies delivered during the lectures, students' ability to appreciate and critically evaluate a variety of theoretical and practical issues relating to the key tasks undertaken and key issues faced by sales managers.
Brief description
Sales Management is central to a business winning new accounts and hence growing market share through its people. It is therfore essential that Sales Managers understand the need to select, recruit and train sales people, who are destined to work within strategic key accounts, coupled to the marketing function of any firm.
Content
Introduction: Sales Management and the Selling Environment
The Process of buying and selling
Customer relationship development
Organising the sales effort and the strategic importance of information in sales management
Sales person performance: Behavior, role perceptions and satisfaction
Motivating the sales force
Personal characteristics, sales aptitude and the criteria for selecting sales people
Sales Force Recruitment and selection
Sales Training
Developing compensation and incentive programs
Performance analysis including behavior and cost
Leadership
Conflict Management
Reading Lists
Books
** Recommended Text
Johnston, M W and Marshall, G W (2006) Churchill/Ford/Walkers Sale Force Management
8th edition. McGraww-Hill/Irwin, New York
Notes
This module is at CQFW Level 6