Module title: International Sales Management (HK)

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

Module code: SOE11939
Module leader: Tony Douglas
School The Business School
Subject area group: International Business
Prerequisites

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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:

Core - JOHNSTON, M.W. AND MARSHALL, G.W. (2016) SALES FORCE MANAGEMENT: LEADERSHIP, INNOVATION, TECHNOLOGY: ROUTLEDGE, 12th ed.
Core - JOHNSTON AND MARSHALL (2013) CONTEMPORARY SELLING: ROUTLEDGE Vol. 1, 4th ed. - ISBN: 9780415523509
Core - LE MEUNIER-FITZHUGH, K. AND DOUGLAS, T (2016) ACHIEVING A STRATEGIC SALES FOCUS: CONTEMPORARY ISSUES, FUTURE CHALLENGES: OXFORD UNIVERSITY PRESS Vol. 1, 1st ed.
MANNING, G.L., REECE, B.L. & AHEARNE, M. (2014) SELLING TODAY: PEARSON Vol. 1, 12th ed. - ISBN: 0234419781292
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