Module Code: H8SLM
Long Title Sales Management
Title Sales Management
Module Level: LEVEL 8
EQF Level: 6
EHEA Level: First Cycle
Credits: 5
Module Coordinator: MICHAEL BANE
Module Author: MICHAEL BANE
Departments: School of Business
Specifications of the qualifications and experience required of staff  
Learning Outcomes
On successful completion of this module the learner will be able to:
# Learning Outcome Description
LO1 Explain sales management principles, skills and techniques in different organisational contexts
LO2 Recognise the importance of relationship building and relationship selling over more transactional driven sales.
LO3 Understand the theories and frameworks associated with Sales Management that underpin the behaviour of successful salespeople
LO4 Demonstrate self-confidence and an awareness of the importance of self-presentation (body language, dress, tone and speed of voice etc.) through creating video pitches and class presentations
LO5 Recognise the importance of leading and motivating a sales team through use of leadership frameworks and motivation theories.
Dependencies
Module Recommendations

This is prior learning (or a practical skill) that is required before enrolment on this module. While the prior learning is expressed as named NCI module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
19142   Integrated Marketing Communications
Co-requisite Modules
No Co-requisite modules listed
Entry requirements  
 

Module Content & Assessment

Indicative Content
Introduction to Selling and Sales Management
n/a
B2B Markets
n/a
Relationship Marketing
n/a
The Seven-Step Sales Process
n/a
Non Verbal Communications
n/a
Presentation Skills
n/a
negotiation Skills
n/a
Recruiting a Sales Team
n/a
Managing and Leading a Sales Team
n/a
Motivating a Sales Team
n/a
Sales Team Organisation and Compensation
n/a
Assessment Breakdown%
Coursework100.00%

Assessments

Full Time

Coursework
Assessment Type: CA 1 % of total: 20
Assessment Date: n/a Outcome addressed: 1,2,4
Non-Marked: No
Assessment Description:
Students are asked to make a 2-3 minute video ‘elevator pitch’ for a home robot. A detailed brief and rubric is provided. Students are asked to emphasise benefits, not features and told that the goal of the pitch is to be invited to the customer’s home to do a demonstration of the robot – the goal is NOT to make a sale at this point so not to be pushy or ‘slick’, but relatable and informative. The video is done individually and worth 20%.
Assessment Type: Assignment 2 % of total: 20
Assessment Date: n/a Outcome addressed: 1,2,4
Non-Marked: No
Assessment Description:
Groups receive access to approx. seven or eight videos and they must helpfully critique the pitches using a rubric but also their own lived experience of making a video pitch themselves.
Assessment Type: Assignment 3 % of total: 60
Assessment Date: n/a Outcome addressed: 1,2,3,5
Non-Marked: No
Assessment Description:
Small Group Assignment – three students max, a pair also acceptable. The groups take on the role of a Sales Manager and must recruit and train a salesperson. They must outline the training programme and how they will motivate, lead, compensate and evaluate the salesperson. This is a theoretical piece of work and students must demonstrate extensive engagement with the textbook, lecture slides and readings.
No End of Module Assessment
No Workplace Assessment
Reassessment Requirement
Repeat failed items
The student must repeat any item failed
Reassessment Description
A learner who fails an assignment will be given a new piece of work to complete. Students who fail to attempt an assignment may be given the original piece of work.

NCIRL reserves the right to alter the nature and timings of assessment

 

Module Workload

Module Target Workload Hours 0 Hours
Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture No Description 24 Per Semester 2.00
Tutorial No Description 12 Per Semester 1.00
Independent Learning No Description 89 Per 15 week block 5.93
Total Weekly Contact Hours 3.00
 

Module Resources

Recommended Book Resources
  • Jobber, Lancaster and Le Meunier-Fitzhugh. (2019), Selling and Sales Management, 11th Ed..
Supplementary Book Resources
  • Gerald Manning and Michael Ahearne. (2018), Selling Today: Partnering to Create Value, Fourteenth Edition.
This module does not have any article/paper resources
Other Resources
  • Harvard Business Review.
  • Journal of Personal Selling and Sales Management.
Discussion Note: