Module Identifier MM35510  
Academic Year 2001/2002  
Co-ordinator Ms Evangelia Katsikea  
Semester Semester 1  
Course delivery Lecture   18 Hours  
Assessment Course work   Case Analysis   40%  
  Exam   2 Hours   60%  


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.

Learning outcomes

At the end of this module participants will be expected to have an increased understanding of how sales managers:

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.

Reading Lists

D J Darlymple and W L Cron. (2001) Sales Management. Wiley and Sons, New York
T Ingram, et al. (2001) Sales Management: Analysis and Decision-Making. Dryden Press: N.Y.
G Churchill, et al. (2001) Salesforce Management. Irwin, Chicago
K Corcoran, et al. (1995) High Performance Sales Organisation. Irwin, Chicago
D Cravens, et al. (1993) Behaviour Based and Otcome Based Sales Force Control Systems. Journal of Marketing, October, pp.47-59.