Module Information
Course Delivery
Delivery Type | Delivery length / details |
---|---|
Seminars / Tutorials | 8 Hours. |
Lecture | 32 Hours. |
Assessment
Assessment Type | Assessment length / details | Proportion |
---|---|---|
Semester Assessment | Strategic Sales Portfolio | 100% |
Supplementary Assessment | Resubmission of assessed coursework | 100% |
Learning Outcomes
On successful completion of this module students should be able to:
Demonstrate an understanding of the strategic issues associated with sales strategy and planning
Discuss the academic literature regarding the role of strategic sales management within organisations
Specify appropriate marketing communications for the sales force
Demonstrate an understanding of key account management and principles
Examing the role of technology within sales management
Discuss global issues associated with global sales management
Brief description
This module will introduce the major issues associated with strategic sales management within contemporary organisations. The module will also examine the latest academic literature relating to sales management and communication
Content
Key account management and principles
Strategic implications of delivering customer value and satisfaction
Industry and product evolution and scope
Integrated marketing communications and sales management
Strategic electronic sales management
Global sales management
Reading List
Recommended TextBaker, M (2000) Marketing Strategy and Management Macmillan, Basingstoke Primo search Hooley, G J, Saunders, J S and Piercy, N F (1998) Marketing Strategy and Competitive Positioning Prentice Hall, London Primo search McDonald (2001) Marketing Plans Butterworth Heinemann, London Primo search
Notes
This module is at CQFW Level 7