Module title: Sales Management Today

SCQF level: 09:
SCQF credit value: 20.00
ECTS credit value: 10

Module code: SAL09402
Module leader: Barbara McCrory
School The Business School
Subject area group: Marketing Sales and Entrepreneurship


2018/9, Trimester 2, Online,
Occurrence: 001
Primary mode of delivery: Online
Location of delivery: WORLDWIDE
Member of staff responsible for delivering module: Barbara McCrory
Module Organiser:

Learning, Teaching and Assessment (LTA) Approach:
You will be provided with responsive, engaging and interactive online learning materials which will include a general introduction to the topic and how to study the module online, together with core academic theory relating to the topic. You will also be directed to a variety of electronic sources including e-books, e-journals and other web-based resources, to support your learning. A mix of reflective exercises, case studies and self-assessment questions (with diagnostic feedback) for each unit will help to engage you in the learning process, and the online materials will encourage you to reflect on your own experiences and learning. You will be encouraged to form your own independent groups and to interact via the VLE through discussion forums. By actively engaging in the following activities you will be able to achieve the learning outcomes of this module.

To support your learning, you will have access to:
• A weekly ‘virtual office hour’ – module leaders will be available for synchronous contact.
• Module specific materials which will comprise of the undernoted:
o A module introduction/overview, including learning outcomes, and summary of key points
o Eleven units of learning - an introductory unit, followed by ten subject specific units.
o Narrated PPTs, covering key learning points for each unit
o Podcasts/vodcasts further explaining key concepts (where appropriate)
o Recorded keynote lectures/guest speakers (as appropriate)
o Case Studies and outline solutions
o Two online discussions instigated and moderated by the module leader
o Self-Assessment Questions
o Reflective Exercises
o End of Unit Progress tests
o Links to core module academic materials; book chapters / journal articles / case materials etc.
o Examples of assessments - & outline solutions
o A database of Frequently Asked Questions

You are encouraged to identify key skills areas and relate these to your own personal and professional development throughout the module.

Formative Assessment:
Formative feedback will be provided throughout the module via feedback on the self-assessment questions and Case Studies - the outline solutions will be developed by the module leader and appropriate online feedback will be available automatically and as soon as the assessment is completed. This will enable you to self-assess your progress and understanding.

Reflective Exercises within each unit will require you to apply theory to your own experience – your reflections will be captured in an online reflective portfolio which you will be able to review and print off.

Summative Assessment:
The End of Unit progress test - (normally 10 questions at the end of each unit, testing your knowledge and understanding of the key concepts within each unit x 10) – 10% of final module mark. End of Module Assessment – 90% of final module mark. This will take the form of one piece of assessment, namely a Report 2,500 words).

Sample assessments may be available together with model answers and marking schemes to facilitate self-assessment of your knowledge and understanding, and identification of areas of weakness to aid your preparation for assessment.

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Online Groupwork (Scheduled) 4
Online Guided independent study 5
Independent Learning Guided independent study 191
Total Study Hours200
Expected Total Study Hours for Module200

Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Digital Examination (not Centrally Timetabled) 1 1-4 2 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 3 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 4 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 5 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 6 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 7 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 8 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 9 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 10 HOURS= 0.50, WORDS= 0
Digital Examination (not Centrally Timetabled) 1 1-4 11 HOURS= 0.50, WORDS= 0
Report 90 1-6 14 HOURS= 0, WORDS= 2500
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100

Description of module content:

This module introduces the key models and concepts of the managing of the sales function in the contemporary business environment, the challenges faced by managers/ leaders of sales teams. It evaluates and appraises structuring for success, the challenges faced when motivating diverse sales teams, training, goals and rewards in enabling sustained sales performance.
In this module you will have the opportunity of undertaking a mini case study and undertake a piece of reflective work pertinent to your current or previous sales/ selling role and company and industry sector and/ or to the company/ industry sector to which you belong/ belonged. You will be assessed via two elements that make up one component: MCQs and a piece of written work, a Report.
UNIT 1 - The role of sales management
This unit provides an introduction to what sales management is and in today’s busy business environment it consists of
UNIT 2 – Sales force organisation and deployment
This unit introduces models of sales force organisation and discusses the relative merits of each, and how best to deploy these expensive resources
UNIT 3 – Motivation and leadership of the sales force
This unit captures key motivational theories in relation to selling, and the challenges faced by sales managers tasked to lead sales teams
UNIT 4 – Sales force recruitment and selection
This unit discusses recruitment options currently being utilised by organisations and discusses the various selection methods of how to select to reduce churn
UNIT 5 – Sales training and development
This unit introduces the various sales training methods available to and being used by organisations to keep their sales teams at the cutting edge, and the difficulties of this when resources are tight
UNIT 6 – Sales skills activity
This unit will provide you with an opportunity to undertake a short sales skills activity on the topic of sales management
UNIT 7 – Sales target setting
This unit discusses the types of target setting, and the importance and necessity for targeting of salespeople to meet/ exceed budgets
UNIT 8 – Sales compensation and rewards
This unit focuses upon the options available to firms of how to reward salespeople through combinations of salary and bonus, and reflects on the relative merits of each
UNIT 9 – Sales performance and monitoring
This unit discusses the various methods used currently to monitor sales force activity. It also discusses why many organisations are not proficient at this and what the consequences of this might be
UNIT 10 – Reflective exercise
This unit will afford you the opportunity to reflect upon the content of this module and apply it your own personal current or previous sales situation

Learning Outcomes for module:

Upon completion of this module you will be able to
LO1: Evaluate and appraise models and concepts of sales management today
LO2: Evaluate and appraise the structuring and motivation of an effective sales team
LO3: Evaluate and appraise how to recruit, select, train and develop an effective sales team
LO4: Evaluate and appraise target setting and commensurate rewards packages and their importance, and how this all relates to performance measurement and monitoring
LO5: Reflect on your own and/ or your company’s practice
LO6: Apply some sales theory to practice by demonstrating you have sourced and evaluated business collateral and some academic literature into sales management

Indicative References and Reading List - URL:

Please contact your Module Leader for details
Click here to view the LibrarySearch.