Module Information

Module Identifier
Module Title
Academic Year
Intended for use in future years
MM30120 or MM30710 Final year students only
Other Staff

Course Delivery

Delivery Type Delivery length / details
Lecture 22 Hours.


Assessment Type Assessment length / details Proportion
Semester Assessment Case Analysis  40%
Semester Exam 2 Hours   Is this running 2008/9?  60%
Supplementary Assessment 1 piece of coursework  40%
Supplementary Exam 2 Hours   60%

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

* Train salespeople

* Organise and structure a salesforce

* Reward and motivate salespeople

* Control a salesforce

* Lead a sales force

* Resolve conflict

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.


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.


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
Conflict Management

Reading List

Recommended Text
Johnston, M W and Marshall, G W (2006) Churchill/Ford/Walkers Sale Force Management 8th edition McGraww-Hill/Irwin, New York Primo search


This module is at CQFW Level 6