Module Identifier MM35510  
Academic Year 2003/2004  
Co-ordinator To Be Arranged  
Semester Semester 1  
Course delivery Lecture   18 Hours  
Assessment TypeAssessment Length/DetailsProportion
Semester Exam2 Hours  60%
Semester Assessment Case Analysis40%

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.


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.

The Co-ordinator for this module is Professor A C Simintiras

Reading Lists

D Cravens, et al (1993) Behaviour Based and Otcome Based Sales Force Control Systems Journal of Marketing, October, pp.47-59.
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
Jobber and Lancast Selling and Sales Management Pitman 0 273 62592 6


This module is at CQFW Level 6