Sales Management


The aim of this module is to develop the students understanding of the key elements of managing the sales process and developing an effective sales team.

Learning Outcomes

  1. Critically evaluate the tasks and processes involved with managing a sales force and the selling process in international markets,

  2. Demonstrate awareness of the key issues involved in organising an effective sales force,

  3. Assist in the recruitment, selection, training and development of a sales force,

  4. Evaluate the use of technology and customer relationship management systems to manage the sales force and the sales process.

  5. Demonstrate an understanding of methods used in the evaluation and control of the sales force performance.

% Coursework 30%
% Final Exam 70%