Module Overview

Selling and Sales Management

Companies are allocating more corporate attention and resources to the role of sales in their pursuit of achieving corporate goals. The achievement of corporate goals demand an understanding of a client’s diverse and evolving needs so valued products, services and solutions are created in a timely fashion to exploit market opportunities. Sales people are instrumental developing mutually beneficial client relationships. This is achieved through an intimate knowledge of the client’s business, their customers, markets and competition so innovative solutions can be created today and in the future. Every business person must sell ideas, visions, goods, services and solutions to internal and external customers. A thorough knowledge of sales principles will sharpen the commercial abilities of a business graduate. The module is taught in an application-oriented fashion employing Socratic Questioning, Problem-based Learning and Role Playing as central instructional methodologies. A relationship management approach will underlie this course and focus on initiating, building, sustaining and maintaining relationships with customers.

Module Code

SMCO H3016

ECTS Credits


*Curricular information is subject to change

Personal Selling

The Nature and Roles of Personal Selling; Consumer and Business Buyer Behaviour; The Characteristics of Services and Implications for Selling Approach; The Dynamics of Selling; Managing a Selling Information System (SIS); Sales Communication; Personal Selling Skills; Cultivating Long-Term Customer Relationships; Evaluation and Control; Ethical Issues in Selling.

Sales Management

Management of Sales as an Integrated Component of Integrated Marketing Communications and The Extended Service Marketing Mix; Role of and Key Tasks involved in Sales Management; Sales Forecasting; Sales Budgets; Sales Management Information Systems (SMIS); Types of Sales force Organisation; Sales force Management; Key / Major Account Management; The 'Leveraged' Sales Force; Managing Channel Performance; Customer Service; Relationship Marketing and Managing Customer Relationships.

Sales Negotiation

The Dynamics of Trust in Relational Selling; The Sales Negotiation Process; The Influence of Culture on Sales Negotiations; Behavioural Predispositions of the Parties; Underlying Concepts of Negotiation and Negotiation Strategies; Time-based Misunderstandings in International Sales Negotiations; Cultural Misunderstandings during the Sales Negotiation Process; Difference in Negotiation Outcome Orientation; National Styles of Business Negotiation.

Module Content & Assessment
Assessment Breakdown %
Other Assessment(s)100