MKT4027H Sales Management

Academic Year 2017/2018

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.

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Curricular information is subject to change

What will I learn?

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.