The selling function and its management are two major areas of expense for any company. Increasingly, as companies seek to gain advantage in the marketplace through efficiencies and profitable strategies these two areas are being highlighted as being extremely critical in the achievement of corporate goals. Every marketing person will have to sell, if not a good or service in the marketplace, at least an idea, plan or vision to his/her colleagues. In addition, marketing people must buy - advertising services, packaging, sales promotion gifts and the like. A thorough knowledge of how these areas operate will undoubtedly sharpen the commercial abilities of a marketing graduate.
The strategic sales organisation
The linkages between corporate, marketing and sales strategy.
Role of the salesperson in the value creation process.
The sales process.
Organizational buying behaviour.
Business-to-business selling.
Key account selling and management
Selling in to international markets
Relationship selling
Sales negotiation strategies and tactics
Sales force automation – process and tools.
The learning and teaching strategies will include a combination of lectures, case studies, and guest lectures.
Students will be required to engage in independent learning in relation to the learning issues emerging from the course work and assessment.
| Module Content & Assessment | |
|---|---|
| Assessment Breakdown | % |
| Other Assessment(s) | 100 |