High Performance Sales & Business Development

Targeted specifically at existing senior sales professionals who are looking to enhance their capabilities, and business professionals who are new to a strategic sales or customer relationship role, the Diploma in High Performance Sales and Business Development recognises the vital importance of strategic sales development in the current business environment.  The programme provides sales leaders with an in-depth understanding of the theoretical concepts and the tools to manage the practical issues as they relate to the sales function. It is designed to expose participants to a broad range of business disciplines to enable them to drive a strategic sales management function within their respective organisations, enhancing both their personal and organisational effectiveness (Purposes).  With a focus on professional and personal development within and beyond the classroom, we value interactive and collaborative learning and a diverse and engaged classroom.  We strive to graduate informed, agile, critical thinkers and doers, with a capacity to cope with complexity and uncertainty (Values).  We aim to provide a learning environment that encourages participants to actively draw on their own workplace experiences and the collective experiences of their fellow participants, so they can develop their own and others ability to drive a strategic sales function.  Seminars, discussion forums and opportunities for action learning are key elements in the programme’s design (Nature of the learning environment).  The programme’s emphasis is on participant-centred action learning using a combination of real-life problems and case studies (Teaching and learning approaches).

1 - Explain current theory and practice in the areas of sales strategy, sales management and techniques (PG1).
2 - Identify and explain factors inhibiting or supporting sales growth and profitability (PG1).
3 - Explore, evaluate and select alternative sales management approaches through the application of theory to case studies (PG2).
4 - Apply theories of sales management to their personal and organisational situations and challenges (PG2).
5 - Appraise the quality of recommendations, options and decisions and recommend appropriate changes reflecting current theory and practice (PG3).
6 - Prepare, present and discuss and defend sales strategy alternatives and initiatives through written, presentation and discursive means (PG4).
7 - Enhance reflective practice and commitment to personal development plans (PG4).
8 - Demonstrate an appreciation and awareness of the need for continuous development of one’s own interpersonal and communication skills in a sales management context (PG4).

See the UCD Assessment website for further details

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