Module title: International Sales Management

SCQF level: 11:
SCQF credit value: 20.00
ECTS credit value: 10

Module code: SAL11901
Module leader: Jaylan Azer
School The Business School
Subject area group: Entrepreneurship and Innovation
Prerequisites

There are no pre-requisites for this module to be added

2018/9, Trimester 3, FACE-TO-FACE,
Occurrence: 001
Primary mode of delivery: FACE-TO-FACE
Location of delivery: HONG KONG
Partner:
Member of staff responsible for delivering module: Jaylan Azer
Module Organiser:


Learning, Teaching and Assessment (LTA) Approach:
This module provides students with the opportunity to understand the critical success elements in sales management and helps them reflect on and develop their own sales management skills and knowledge. The learning and teaching methods/materials take into consideration and include; module aims and learning outcomes,
• clear and early communication of assessment strategies,
• module contents which give students opportunities to build confidence and communicate that confidence,
• strategies that encourage students’ capacity to see the overall process and not look at the individual components
(workshops) in isolation,
• encouraging students to engage in a dialogue with sales associates and sales professionals
• making provision for peer group support and interactions
• using MOODLE and other ICT as appropriate
• Initial workshops will examine and appraise the role of sales managers, the challenges they face managing the sales force and the utilisation of new technologies (LO1). The next two workshops will critically reflect on the importance of customer relationship management and ethical issues in selling and the sales environment (LO2). The next two workshops will critically assess selling strategies models, sales planning and forecasting in the context of international markets (LO3). Then workshops will critically examine the relevance of sales force recruitment and selection policies (LO4), then critically evaluate sales force training, coaching, motivation and rewards approaches (LO5). Finally workshops will critically appraise methods of sales organisation performance and evaluation (LO6).

Research / teaching linkages
The lecturer(s)/ tutor(s) bring a blend of both academic and business skills to the teaching environment. Students will learn how to apply learning in practical and applied assignments. Students’ research skills will be developed through primary and secondary research information gathering.
Supporting equality and diversity Respecting and embracing diversity and different cultural perspectives. Business faculty students come from a vast number of countries. This provides a rich source of learning opportunities for lecturers/ tutors to draw experiences and networks from a multicultural context.

Internationalisation
The module is internationalised by the use of materials from different countries and encouraging students from outside the UK to bring their experience into the classroom. In addition, students are able to base the work for their assessments in the country of their choosing.

Formative Assessment:
A preparatory case study will be required on an organisation to assist with the final assessment. This piece of work will not be graded but will receive feedback as a means to inform the final assessment. The focus is on appropriate practical and applied means of assessment. This will take the form of a factual report on a company in which the student will attempt to identify it’s: name, aims, size, market sector, its strengths and weaknesses as a sales organisation once the information is acquired the student should then look at a critical evaluation of how the sales function in the organisation is currently configured and managed, and how it engages with its key customers.
Secondary research is suffice, no more than 1500 words

Summative Assessment:
The student is required to use the same organisation as selected for the preparatory work to critically evaluate and develop the chosen company towards a world class sales organisation. How might the chosen organisation become and/ or remain a high performing sales organisation and illustrate how the selected organisation could/ should manage its sales function and
implement and evaluate its overall sales programme with consideration to topics such as relationship management, recruitment & selection, training & development, motivation of sales people, market segmentation, formalisation of sales processes, development of enabling technology and integration of all its business functions).

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Face To Face Lecture 15
Face To Face Tutorial 15
Independent Learning Guided independent study 170
Total Study Hours200
Expected Total Study Hours for Module200


Assessment
Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Report 100 1-6 14 HOURS= 0, WORDS= 3500
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100
2019/0, Trimester 1, FACE-TO-FACE,
Occurrence: 001
Primary mode of delivery: FACE-TO-FACE
Location of delivery: HONG KONG
Partner:
Member of staff responsible for delivering module: Jaylan Azer
Module Organiser:


Learning, Teaching and Assessment (LTA) Approach:

This module provides students with the opportunity to understand the critical success elements in sales management and helps them reflect on and develop their own sales management skills and knowledge. The learning and teaching methods/materials take into consideration and include; module aims and learning outcomes,
• clear and early communication of assessment strategies,
• module contents which give students opportunities to build confidence and communicate that confidence,
• strategies that encourage students’ capacity to see the overall process and not look at the individual components (workshops) in isolation,
• encouraging students to engage in a dialogue with sales associates and sales professionals
• making provision for peer group support and interactions
• using MOODLE and other ICT as appropriate
• Initial workshops will examine and appraise the role of sales managers, the challenges they face managing the sales force and the utilisation of new technologies (LO1). The next two workshops will critically reflect on the importance of customer relationship management and ethical issues in selling and the sales environment (LO2). The next two workshops will critically assess selling strategies models, sales planning and forecasting in the context of international markets (LO3). Then workshops will critically examine the relevance of sales force recruitment and selection policies (LO4), then critically evaluate sales force training, coaching, motivation and rewards approaches (LO5). Finally workshops will critically appraise methods of sales organisation performance and evaluation (LO6).

Research / teaching linkages
The lecturer(s)/ tutor(s) bring a blend of both academic and business skills to the teaching environment. Students will learn how to apply learning in practical and applied assignments. Students’ research skills will be developed through primary and secondary research information gathering.

Supporting equality and diversity
Respecting and embracing diversity and different cultural perspectives. Business faculty students come from a vast number of countries. This provides a rich source of learning opportunities for lecturers/ tutors to draw experiences and networks from a multicultural context.

Internationalisation
The module is internationalised by the use of materials from different countries and encouraging students from outside the UK to bring their experience into the classroom. In addition, students are able to base the work for their assessments in the country of their choosing.

Formative Assessment:
A preparatory case study will be required on an organisation to assist with the final assessment. This piece of work will not be graded but will receive feedback as a means to inform the final assessment. The focus is on appropriate practical and applied means of assessment. This will take the form of a factual report on a company in which the student will attempt to identify it’s: name, aims, size, market sector, its strengths and weaknesses as a sales organisation once the information is acquired the student should then look at a critical evaluation of how the sales function in the organisation is currently configured and managed, and how it engages with its key customers.
Secondary research is suffice, no more than 1500 words


Summative Assessment:
The student is required to use the same organisation as selected for the preparatory work to critically evaluate and develop the chosen company towards a world class sales organisation. How might the chosen organisation become and/ or remain a high performing sales organisation and illustrate how the selected organisation could/ should manage its sales function and implement and evaluate its overall sales programme with consideration to topics such as relationship management, recruitment & selection, training & development, motivation of sales people, market segmentation, formalisation of sales processes, development of enabling technology and integration of all its business functions.).

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Face To Face Lecture 15
Face To Face Tutorial 15
Independent Learning Guided independent study 170
Total Study Hours200
Expected Total Study Hours for Module200


Assessment
Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Report 100 1-6 14 HOURS= 0, WORDS= 3500
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100
2019/0, Trimester 2, FACE-TO-FACE,
Occurrence: 001
Primary mode of delivery: FACE-TO-FACE
Location of delivery: HONG KONG
Partner:
Member of staff responsible for delivering module: Jaylan Azer
Module Organiser:


Learning, Teaching and Assessment (LTA) Approach:
This module provides students with the opportunity to understand the critical success elements in sales management and helps them reflect on and develop their own sales management skills and knowledge. The learning and teaching methods/materials take into consideration and include; module aims and learning outcomes,
• clear and early communication of assessment strategies,
• module contents which give students opportunities to build confidence and communicate that confidence,
• strategies that encourage students’ capacity to see the overall process and not look at the individual components
(workshops) in isolation,
• encouraging students to engage in a dialogue with sales associates and sales professionals
• making provision for peer group support and interactions
• using MOODLE and other ICT as appropriate
• Initial workshops will examine and appraise the role of sales managers, the challenges they face managing the sales force and the utilisation of new technologies (LO1). The next two workshops will critically reflect on the importance of customer relationship management and ethical issues in selling and the sales environment (LO2). The next two workshops will critically assess selling strategies models, sales planning and forecasting in the context of international markets (LO3). Then workshops will critically examine the relevance of sales force recruitment and selection policies (LO4), then critically evaluate sales force training, coaching, motivation and rewards approaches (LO5). Finally workshops will critically appraise methods of sales organisation performance and evaluation (LO6).

Research / teaching linkages
The lecturer(s)/ tutor(s) bring a blend of both academic and business skills to the teaching environment. Students will learn how to apply learning in practical and applied assignments. Students’ research skills will be developed through primary and secondary research information gathering.

Supporting equality and diversity
Respecting and embracing diversity and different cultural perspectives. Business faculty students come from a vast number of countries. This provides a rich source of learning opportunities for lecturers/ tutors to draw experiences and networks from a multicultural context.

Internationalisation
The module is internationalised by the use of materials from different countries and encouraging students from outside the UK to bring their experience into the classroom. In addition, students are able to base the work for their assessments in the country of their choosing.

Formative Assessment:
A preparatory case study will be required on an organisation to assist with the final assessment. This piece of work will not be graded but will receive feedback as a means to inform the final assessment. The focus is on appropriate practical and applied means of assessment. This will take the form of a factual report on a company in which the student will attempt to identify it’s: name, aims, size, market sector, its strengths and weaknesses as a sales organisation once the information is acquired the student should then look at a critical evaluation of how the sales function in the organisation is currently configured and managed, and how it engages with its key customers.
Secondary research is suffice, no more than 1500 words

Summative Assessment:
The student is required to use the same organisation as selected for the preparatory work to critically evaluate and develop the chosen company towards a world class sales organisation. How might the chosen organisation become and/ or remain a high performing sales organisation and illustrate how the selected organisation could/ should manage its sales function and
implement and evaluate its overall sales programme with consideration to topics such as relationship management, recruitment & selection, training & development, motivation of sales people, market segmentation, formalisation of sales processes, development of enabling technology and integration of all its business functions).

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Face To Face Lecture 15
Face To Face Tutorial 15
Independent Learning Guided independent study 170
Total Study Hours200
Expected Total Study Hours for Module200


Assessment
Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Report 100 1-6 14 HOURS= 0, WORDS= 3500
Component 1 subtotal: 100
Component 2 subtotal: 0
Module subtotal: 100

Description of module content:

The topics you will cover in this module 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 Marketing and Sales and the important matter of ethical selling – all in an international context.

Learning Outcomes for module:

LO1: Critically reflect on the role of sales managers in the 21st century, the challenges they face managing the sales force and the utilisation of new technologies
LO2: Critically reflect on the importance of customer relationship management and ethical issues in selling and the sales environment
LO3: Critically assess selling strategies models, sales planning and forecasting in the context of international markets
LO4: Critically evaluate the relevance of sales force recruitment and selection policies
LO5: Critically evaluate sales force training, coaching, motivation and rewards approaches
LO6: Critically appraise methods of sales organisation performance and evaluation

Indicative References and Reading List - URL:

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