Module Information
Course Delivery
| Delivery Type | Delivery length / details |
|---|---|
| Lecture | 22 Hours. |
Assessment
| 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.
Aims
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
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 List
Recommended TextJohnston, M W and Marshall, G W (2006) Churchill/Ford/Walkers Sale Force Management 8th edition McGraww-Hill/Irwin, New York Primo search
Notes
This module is at CQFW Level 6