Module title: International Sales Management

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

Module code: SOE11539
Module leader: Barbara McCrory
School The Business School
Subject area group: International Business
Prerequisites

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

2017/8, Trimester 3, Online, Edinburgh Napier University
Occurrence: 003
Primary mode of delivery: Online
Location of delivery: N/A
Partner: Edinburgh Napier University
Member of staff responsible for delivering module: Jaylan Azer
Module Organiser:


Learning, Teaching and Assessment (LTA) Approach:
Learning & Teaching methods including their alignment to LOs
You will be taught how to analyse, synthesise and solve complex unstructured business problems, and to develop their interpersonal skills and to be able to interact effectively with a range of other international students. This module also develops in you an active approach to study and the capacity for independent learning.
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 engage you in the learning process. The online materials will encourage you to reflect upon your experiences and learning. You will be encouraged to form your own independent groups and to interact via the VLE through discussion forums.

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

Formative Assessment:
The University is currently undertaking work to improve the quality of information provided on methods of assessment and feedback. Please refer to the section on Learning and Teaching Approaches above for further information about this module’s learning, teaching and assessment practices, including formative and summative approaches.

Summative Assessment:
The University is currently undertaking work to improve the quality of information provided on methods of assessment and feedback. Please refer to the section on Learning and Teaching Approaches above for further information about this module’s learning, teaching and assessment practices, including formative and summative approaches.

Student Activity (Notional Equivalent Study Hours (NESH))
Mode of activityLearning & Teaching ActivityNESH (Study Hours)
Online Other 196
Online Guided independent study 40
Total Study Hours236
Expected Total Study Hours for Module236


Assessment
Type of Assessment Weighting % LOs covered Week due Length in Hours/Words
Other 10 ALL ALL HOURS= 0, WORDS= 0
Report 30 1 - 3 8 HOURS= 0, WORDS= 1250
Report 60 4 - 6 14/15 HOURS= 0, WORDS= 3500
Component 1 subtotal: 40
Component 2 subtotal: 60
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, 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:

Core - JOHNSTON, M.W. AND MARSHALL, G.W. (2016) SALES FORCE MANAGEMENT: LEADERSHIP, INNOVATION, TECHNOLOGY: ROUTLEDGE, 12th ed.
Core - JOURNAL OF SALES TRANSFORMATION: INTERNATIONAL JOURNAL OF SALES TRANSFORMATION
Core - LE MEUNIER-FITZHUGH, K. AND DOUGLAS, T (2016) ACHIEVING A STRATEGIC SALES FOCUS: CONTEMPORARY ISSUES, FUTURE CHALLENGES: OXFORD UNIVERSITY PRESS, 1st ed.
Recommended - DONALDSON, B. (2009) SALES MANAGEMENT: PALGRAVE MACMILLAN, 3rd ed.
Recommended - GUENZI, P. AND GEIGER, S. (2011) SALES MANAGEMENT: PALGRAVE, 1st ed.
Recommended - ROGERS, B. (2007) RETHINKING SALES MANAGEMENT: WILEY, 1st ed.
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