|| MM35510 |
|| SALES MANAGEMENT |
|| 2003/2004 |
|| To Be Arranged |
|| Semester 1 |
| Course delivery
|| Lecture || 18 Hours |
|Assessment Type||Assessment Length/Details||Proportion|
|Semester Exam||2 Hours ||60%|
|Semester Assessment|| Case Analysis||40%|
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
Control a salesforce
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
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
K Corcoran, et al (1995) High Performance Sales Organisation
Jobber and Lancast Selling and Sales Management
Pitman 0 273 62592 6
This module is at CQFW Level 6