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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



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:
Contact your module leader