Module Identifier MM35510  
Academic Year 2006/2007  
Co-ordinator Professor Gary P Akehurst  
Semester Semester 1  
Other staff Mr Steven Phillip Partridge  
Pre-Requisite MM30710 , Final year students only  
Course delivery Lecture   22 Hours.  
Assessment TypeAssessment Length/DetailsProportion
Semester Exam2 Hours  60%
Semester Assessment Case Analysis40%
Supplementary Exam2 Hours  60%
Supplementary Assessment 1 piece of coursework40%

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) and leadership.

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 Lists

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


This module is at CQFW Level 6