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Level 2: Marketing and Sales Management
Module Description
This module aims to:
- 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;
- 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
Intended Learning Outcomes
On completion of this module, students will be able to:
- Classify and analyse different sales functions
- Critically evaluate recruitment, selection, and retention plans for sales people
- Design sales plans
- Create sales presentations
- Analyse and assess sales management and leadership strategies
- Apply understanding of good practices in sales force management
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