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Level 5: Marketing and Sales Management

Introduction

Understand an organisation’s personal selling function; examine the recruiting, developing, motivating and retaining of a talented sales force; analyse the tactical issues and strategies for developing the sales force into an effective sales team; examine the fundamentals of strategic planning; and evaluate personal selling activities.

Module Description

This module aims to:

  1. Understand an organisation's personal selling function;
  2. Examine the recruiting, developing, motivating, and retaining of a talented sales force;
  3. Analyse the tactical issues and strategies for developing the sales force into an effective sales team;
  4. Examine the fundamentals of strategic planning;
  5. Evaluate personal selling activities.

Module Content

  • Role of a sales manager in an organisation
  • Personal selling processes
  • Customer relationship management
  • Specialisation and centralisation of the sales force function
  • Sales forecasting
  • Recruiting and staffing a sales force
  • Sales force training and development
  • Reward systems
  • Sales force evaluation methods

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