| Title | Strategic Sales Management |
| Code | MKT6560 |
| School | RBS |
| Module Level | 6 |
| Module Code | MKT6560 |
| Available Summer | N |
| Semester | 1 |
| Credits | 15 |
| ECTS Credits | 7.5 |
| Contact Hours | 48 |
| Course Length (wks) | 12 |
| Course Leader | Anya Nikulina |
| Lecturers | Anya Nikulina |
| Course Aims | This module aims to give students an appreciation of the role of Selling and Sales Management in Marketing. They will understand the tools and techniques of Selling and Sales Management. The module aims to:
Provide an in-depth understanding of the selling process, sales activities, and sales careers;
Promote an in-depth knowledge of the design, development and management of a strategic sales programme;
Acquire the competencies needed and the knowledge of motivational techniques required for selling and for sales management;
Critically evaluate the processes and outcomes of all of the above activities.
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| Course Content | Problem Solving and Analysis
Critical Evaluation
Written Communication
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| Learning Outcomes | On completion of this module, students should be able to:
LO1 Identify factors affecting international marketing decisions and their inter-relationships, and critically appraise the primary role of sales in organisations.
LO2 Plan and use managerial approaches relevant to the product life cycle stage, and to market conditions as analysed.
LO3 Select and apply the appropriate techniques for researching markets, implementing plans and for monitoring performance against competitors.
LO4 Undertake critical analyses of various methods of selling and of managing the sales force. |
| Presentation | The module will be taught using a combination of lectures, class discussions, topic discussions, case analyses, team work, pair-work, video-supported presentations/discussions and group seminars. Seminars will be linked to group presentations and to project assignments. |
| Reading Recommended | COOPER S. (1996), Selling: Principles Practice and Management, FT Prentice Hall.
GITOMER J. (2003), The Sales Bible: The Ultimate Sales Resource, Wiley & Sons.
SPIRO R. STANTON W., RICH G. (2003), Management of a Sales Force, 11th Ed. McGraw-Hill.
STEWART G. (1999), Successful Sales Management: How to Make Your Team the Best, FT Prentice Hall.
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| Reading Required | LA FORGE I. et al., (2003) Sales Management: Analysis and Decision-Making. Wiley & Sons |
| Pre-Requisites | MKT4700 Principles of Marketing |
| Asseseement Methods | Mid-Term Course Paper -Week 10 - 20% Strategic Case study - Week 5 - 30% Written exam - Exam Week - 50% |
| Weekly Schedule | Define Sales Management
Define Sales Process
Analyzing sales risks and opportunities.
Managing the sales process.
Buying and Selling; Environmental Influences on Sales; Organisation
Researching, selecting and successfully retaining target markets.
Designing sales strategies
Understanding life cycle sales management.
Planning sales programs
Demand Estimation, Quotas, Sales Territories
Managing the sales force.
Organising and implementing sales programs on a global scale
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