Module Overview

Sales Management

To provide students with an in-depth understanding of sales management theories and to equip them with skills required to participate constructively in a sales management environment

Module Code

SALE H3007

ECTS Credits


*Curricular information is subject to change

The role of personal selling in the organisation

Where sales management fits into marketing; the role of the sales manager; the nature of the selling profession; co-ordination with other promotion mix elements; selling types and theories; the role of the modern salesperson; characteristics of salespeople; establishing and maintaining customer relationships; the sales person as a source of market research; ethics in personal selling

Buyer/seller convergence

The buying process; organisational buyer behaviour; factors affecting buyer decisions; the buying centre; the buyer/seller dyad; the selling process; convergence of the buying and selling process; relationship marketing

Developing the sales plan and strategy

The relationship between marketing strategy and sales strategy; information for sales management; personal selling objectives; recruitment; size of sales force; sales forecasting; designing sales territories; sales budget; setting quantitative and qualitative goals; sales territories; sales control and cost analysis

Organising the sales effort

Components of organisational structure; approaches to organisational structure; the sales organisation; inter-departmental relations.

The personnel functions of the sales manager

Interfacing with the personnel specialist; manpower planning; job analysis; the job description; recruitment; selection, induction, training, leadership, motivation, remuneration, appraisal, career development.

Controlling the sales effort

Determinants of salesperson performance, sources of information for evaluation, approaches to evaluation, behavioural factors of control, taking corrective action.

Digital Environment

CRM programs - understand components and how these are used to manage & co-ordinate sales effort

Module Content & Assessment
Assessment Breakdown %
Other Assessment(s)30
Formal Examination70