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.
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Salesforce planning, organisation and design
• Recruitment and Selection
• Training, Motivation and Compensation
• Salesforce organisation, Leadership and Evaluation
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International Selling
• Key differences in International Selling
• Customs & Cultures
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Information Technology in Sales
The impact of new technologies on sales. Evaluation of CRM (customer relationship management)
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Legal and Ethical Issues
Unethical sales behaviour, law and legal issues, management of unethical behaviour.
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Sales Forecasting and budgeting.
Levels of forecasting, Designing and managing budgets.
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SETU Carlow Campus reserves the right to alter the nature and timings of assessment
Module Resources
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Recommended Book Resources |
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David Jobber,Geoffrey Lancaster,Kenneth Le Meunier-Fitzhugh. (2019), Selling and Sales Management, Pearson Higher Ed, p.496, [ISBN: 9781292205052].
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David Jobber. (2012), Selling and Sales Management., 9. FT Press, p.592, [ISBN: 9780273762652].
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Diana Woodburn, Malcolm McDonald. (2012), Key Account Management, 3. Wiley, p.486, [ISBN: 9780470974155].
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Supplementary Book Resources |
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Hutt & Speh. (2010), Business Marketing Management, Southwest Centage Learning, 10th Edition..
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Jeremy Cassell,Tom Bird. (2012), Brilliant Selling, Ft Press, p.335, [ISBN: 9780273771203].
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Recommended Article/Paper Resources |
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Industrial Marketing Management. Industrial Marketing Management.
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Journal of personal selling and sales
management. Journal.
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Other Resources |
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http://www.salesinstitute.ie/.
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