As companies seek to add value to customer relationships the role of the sales person in this value
creation process now demands increasing scrutiny and is being allocated more corporate attention
and resources than ever before.
Additionally, the achievement of corporate strategy relies heavily on the successful design and
implementation of sales strategies derived thereof. This is particularly so in the context of business-
to-business firms where the effectiveness of personal selling and its management is critical.
This module aims to equip students with both required skill sets: those for business development
and those for effective participation with the sales function in the workforce. The proposed delivery
methodology – a blended learning approach using lectures and Problem-based learning (PBL) –
aligns the learning platform to the workplace and will help graduates to be both ’work-ready and
change-ready
The strategic sales organisation.
Role of the sales function in the value creation process. Sales process. Customer value propositions.
Organisational buying behaviour.
Business-to-business selling.
Key/Strategic account selling.
Overview of the Sales Management Function
Linkages between corporate, marketing and sales strategies.
Sales Management as an Integrated function of marketing management.
Role, skills and competencies of the sales Manager.
Organising the Sales Effort
Sales organisation decisions.
Key and major account management policies. Key account Planning. Sales force structure. Territory management. Routes to market. Sales Planning Planning for sales. Environmental influences on sales programmes. Demand estimation. HRM for Sales Selection and recruitment. Sales Management and Sales Executive training. Coaching and Leadership. Motivation: Theory and Practice. Remuneration and incentive programmes. Job Satisfaction. Sales Evaluation and Control Sales productivity: strategic and tactical issues. Sales quotas and targets. Performance Evaluation
Students will learn about Strategic Customer Management through the process of the problem-
based learning (PBL) pedagogy. They will work in small groups on one semester-long live company
problem that has been written in such a way as to cover all learning objectives of this module and
engage them in the type of problem they are likely to meet in the workplace.
Well-documented outcomes of this pedagogy include demonstrable analytical and decision
making abilities that are necessary for working as part of a team and making a contribution to the
choice of strategic options.
Independent Study:
Students will be required to engage in independent learning in relation to the learning issues
emerging from the problems. It is envisaged that each timetabled weekly tutorial will be matched
by an equivalent student-organised meeting.
| Module Content & Assessment | |
|---|---|
| Assessment Breakdown | % |
| Other Assessment(s) | 100 |