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MKT4027H

Academic Year 2017/2018

Sales Management (MKT4027H)

Subject:
Marketing
College:
Business
School:
Business
Level:
4 (Masters)
Credits:
10
Module Coordinator:
Ms Michele Connolly Doran
Semester:
Semester One
Mode of Delivery:
N/A
How will I be graded?
40%

Curricular information is subject to change.

This course introduces students to the challenges of successful sales management with specific emphasis on customer relationship building and maintenance. In today's competitive global environment, the successful sales manager is a leader guided by strategic vision and a set of competencies that include planning and interpersonal skills in equal measures. This course will provide students with the necessary tools to implement an organisational structure for sales force management while at all times emphasising the fundamentally relational nature of the selling activity.

About this Module

Learning Outcomes:

At the conclusion of the course students will:
1. Appreciate how the strategic outlook of the firm influences sales force activities;
2. Discuss how strategic thinking can be enhanced by a customer relationship-based approach to sales management;
3. Design a template for an appropriate sales force programme given specific sets of internal and external variables;
4. Understand the impact of recruitment, training, compensation and control tools on sales force effectiveness and customer value.

Student Effort Hours:
Student Effort Type Hours
Lectures

24
Total

24

Requirements, Exclusions and Recommendations

Not applicable to this module.



 

Description % of Final Grade Timing
Assignment: < Description >

45

 Unspecified
Group Project: < Description >

40

 Unspecified
Attendance: Multiple Assignments

15

 Throughout the Trimester

Compensation

This module is not passable by compensation

Resit Opportunities

In-semester assessment

Remediation

If you fail this module you may repeat, resit or substitute where permissible

Name Role
Mr Neil Caraher Tutor
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