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International Sales Leadership - MAN00094M

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  • Department: The York Management School
  • Credit value: 15 credits
  • Credit level: M
  • Academic year of delivery: 2024-25

Module will run

Occurrence Teaching period
A Online Teaching Period 2 2024-25
B Online Teaching Period 6 2024-25

Module aims

This module aims to lead and assist students through the many challenging issues that affect sales organisations today. Today’s selling environment is complex and global, and managers are faced with challenges relating to diverse workforces, different environments and sales management issues.

  • Students will learn about importance of customer relationship management and ethical issues in the international sales environment.
  • The module delivers a multinational and multi-perspective approach.
  • Students will learn about and be able to critically reflect upon the competencies required of an international sales manager/ leader.
  • You will learn about the role the sales leader plays in developing sales strategy, process and practice.

Module learning outcomes

Academic and graduate skills

By the end of this module, students should be able to:

  • Understand and reflect on the role of sales leaders in the 21st century, the challenges they face managing the sales force and the utilisation of new technologies.
  • Understand and reflect on the importance of customer relationship management and ethical issues in selling and the sales environment.
  • Analyse selling strategies models, sales planning and forecasting in the context of international markets.
  • Demonstrate how to practically apply the theory and approaches to ‘real world’ examples.
  • Enhance the following employability skills; written and verbal presentations, interactive discussions and analysis of data.

Module content

Subject content

  • The role of selling and its development in the Knowledge Economy
  • Theories and Approaches of Professional Buying and Selling
  • Ethical Issues in Sales
  • International and Export Sales
  • Sales and Technology
  • Leading an International Salesforce

Indicative assessment

Task % of module mark
Essay/coursework 100

Special assessment rules

None

Indicative reassessment

Task % of module mark
Essay/coursework 100

Module feedback

Students will receive regular feedback on formative weekly activities and on the formative assessment. They will also receive a feedback sheet with detailed comments on the summative assessment explaining how they performed in relation to the assessment criteria. Turnaround time for summative assessment is 4 weeks. At the end of term, the module leader will develop a report about the module and the students’ performance which, once approved by the Board of Exams, will be uploaded onto VLE and made accessible to students.

Indicative reading

Key Source

Cuevas, J.M., Donaldson, B. and Lemmens, R., 2015. Sales Management: Strategy, Process and Practice. Palgrave Macmillan.

Supplementary Sources

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

Pope, K (2018) Five Steps to Strengthen Ethics in Organizations and Individuals, Routledge

Yip, G and Bink, AJM (2007) Managing Global Customers: An Integrated Approach, Oxford University Press


The information on this page is indicative of the module that is currently on offer. The University constantly explores ways to enhance and improve its degree programmes and therefore reserves the right to make variations to the content and method of delivery of modules, and to discontinue modules, if such action is reasonably considered to be necessary. In some instances it may be appropriate for the University to notify and consult with affected students about module changes in accordance with the University's policy on the Approval of Modifications to Existing Taught Programmes of Study.