Module Details

Module Code: SELL H3307
Module Title: Sales Management
Title: Sales Management
Module Level:: 7
Credits:: 5
Module Coordinator: Myles Kelly
Module Author:: Deirdre Fleming
Domains:  
Module Description: The aim of this module is to examine sales management theories in a modern sales and Marketing environment. Learners will research key developments in sales management including key account management and the impact of digital technology on sales and selling internationally.
 
Learning Outcomes
On successful completion of this module the learner will be able to:
# Learning Outcome Description
LO1 Examine modern selling and sales management concepts, techniques, strategies, and theories across different organisations.
LO2 Examine and consider the essential contribution key account management and relationship management play in modern business selling to changing customer journeys.
LO3 Analyze the key sales management tasks of salesperson selection, recruitment, motivation, organisation and evaluation. Analyse the impact of IT and International sales on Sales Management
Dependencies
Module Recommendations

This is prior learning (or a practical skill) that is recommended before enrolment in this module.
No recommendations listed
Co-requisite Modules
No Co-requisite modules listed
Additional Requisite Information
No Co Requisites listed
 
Indicative Content
Introduction to Selling and Sales Management
• Environmental, managerial and technical forces impacting on sales • The relationship between the marketing and sales function • Relationship Selling / Key Account Management.
Salesforce planning, organisation and design
• Recruitment and Selection • Training, Motivation and Compensation • Salesforce organisation, Leadership and Evaluation
International Selling
• Key differences in International Selling • Customs & Cultures
Information Technology in Sales
The impact of new technologies on sales. Evaluation of CRM (customer relationship management)
Legal and Ethical Issues
Unethical sales behaviour, law and legal issues, management of unethical behaviour.
Sales Forecasting and budgeting.
Levels of forecasting, Designing and managing budgets.
Module Content & Assessment
Assessment Breakdown%
Continuous Assessment30.00%
Project70.00%

Assessments

Full Time

Continuous Assessment
Assessment Type Case Studies % of Total Mark 30
Timing Week 22 Learning Outcomes 3
Non-marked No
Assessment Description
In class Sales Management Case Study preparation and analysis exam
Project
Assessment Type Project % of Total Mark 70
Timing Sem 2 End Learning Outcomes 1,2,3
Non-marked No
Assessment Description
Learners develop a sales strategy for a company by undertaking research on the company's approach to sales management including; key account management, international selling and implementing digital solutions into the sales function to deliver customer value.
No Practical
No End of Module Formal Examination
Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
Reassessment Description
Students will be required to repeat the research assessment and other practical assessments where they have not achieved the learning outcomes or pass grade.

SETU Carlow Campus reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Workload Category Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact No Description Every Week 3.00 3
Independent Learning Time Non Contact No Description Every Week 6.00 6
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Category Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact No Description Every Week 1.50 1.5
Independent Learning Time Non Contact No Description Every Week 7.50 7.5
Total Weekly Contact Hours 1.50
 
Module Resources
Recommended Book Resources
  • David Jobber,Geoffrey Lancaster,Kenneth Le Meunier-Fitzhugh. (2019), Selling and Sales Management, Pearson Higher Ed, p.496, [ISBN: 9781292205052].
  • David Jobber. (2012), Selling and Sales Management., 9. FT Press, p.592, [ISBN: 9780273762652].
  • Diana Woodburn, Malcolm McDonald. (2012), Key Account Management, 3. Wiley, p.486, [ISBN: 9780470974155].
Supplementary Book Resources
  • Hutt & Speh. (2010), Business Marketing Management, Southwest Centage Learning, 10th Edition..
  • Jeremy Cassell,Tom Bird. (2012), Brilliant Selling, Ft Press, p.335, [ISBN: 9780273771203].
Recommended Article/Paper Resources
  • Industrial Marketing Management. Industrial Marketing Management.
  • Journal of personal selling and sales management. Journal.
Other Resources
  • http://www.salesinstitute.ie/.
Discussion Note: