This module aims to lead and assist students through the many challenging issues that affect sales organisations
Module will run
Occurrence
Teaching period
A
Spring Term 2022-23
Module aims
• This module aims to lead and assist students through the many challenging issues that affect
sales organisations. Today’s selling environment is complex and global, and managers are
faced to deal with challenges relating to diverse workforces, different environments and sales management issues.
The module delivers a multinational and multi-perspective approach.
Students will learn about and be able to critically reflect upon the competencies required of by an international sales manager/ leader. These include: - being a relationship builder, effective communicator, expectation setter and a competent negotiator, all promoted through ethical sales leadership.
It will enable students to critically reflect upon integrative sales and strategic challenges, managing sales force organisation and the competent use of cutting-edge technology. You will also learn about the important role the sales manager plays of planning and forecasting, recruiting/ selecting, training, coaching and mentoring to their sales force. Students will learn that it is the sales manager’s responsibility to motivate, determine the rewards and take responsibility for the overall performance and evaluation of sales teams.
Module learning outcomes
Critically analyse the role of sales managers, the challenges they face managing the sales force and the utilisation of new technologies.
Discuss and evaluate on the importance of customer relationship management in the process of selling and the sales environment.
Understand selling strategies, sales planning and forecasting in the context of international business.
Critically evaluate the relevance of sales force recruitment and selection policies.
Critically evaluate sales force training, coaching, motivation and rewards approaches.
Evaluate and critique methods of sales organisation performance and evaluation
Module content
The topics include: sales management matters relating to leadership, training, recruitment, compensation, control systems and performance evaluation as well as customer relationship management/ technologies, the integration and coordination of strategies, processes and resources between Sales and other organizational functions, in an international context.
Indicative assessment
Task
% of module mark
Essay/coursework
75
Oral presentation/seminar/exam
25
Special assessment rules
None
Indicative reassessment
Task
% of module mark
Essay/coursework
100
Module feedback
Feedback in line with TYMS policy
Indicative reading
Guenzi, P. and Geiger, S. Sales Management: A Multinational Perspective Palgrave, ISBN 978-
0-230-24595-2
Jobber, D. and Lancaster, G. Selling and Sales Management (Latest edition) Prentice-Hall ISBN 978-0-273-72065-2
Johnston, GW and Marshall, GW (Latest edition) Sales Force Management: Leadership Innovation, Technology, Routledge
Yip, G and Bink, AJM (2007) Managing Global Customers: An Integrated Approach, Oxford University Press
