Module Code: H7SM
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: Andrea Del Campo Dugova
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 – students should appreciate that sales is a ‘noble profession
LO3 Understand the theories and frameworks associated with Sales Management that underpin the behaviour of successful salespeople.
LO4 Develop 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.
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

As per programme requirements.


Module Content & Assessment

Indicative Content
Indicative Module Content
Introduction to Selling and Sales Management B2B Markets Relationship Marketing The Seven-Step Sales Process Non Verbal Communications Presentation Skills Negotiation skills Recruiting a Sales Team Managing and Leading a Sales Team Motivating a Sales Team Sales Team Organisation and Compensation
Assessment Breakdown%


Full Time

Assessment Type: CA 1 % of total: 40
Assessment Date: n/a Outcome addressed: 1,2,4
Non-Marked: No
Assessment Description:
Individual Video Sales Pitch 20% Group evaluation of the Elevator Pitches 20%
Assessment Type: CA 2 % of total: 60
Assessment Date: n/a Outcome addressed: 1,2,3,4,5
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 sales person. 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
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
Reassessment Description
The repeat assessment strategy for this module is broken into the above component parts. A learner who fails the 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 Classroom and demonstrations 24 Per Semester 2.00
Tutorial Mentoring and small-group tutoring 12 Per Semester 1.00
Independent Learning Independent learning 89 Per Semester 7.42
Total Weekly Contact Hours 3.00

Module Resources

Recommended Book Resources
  • Jobber, Lancaster and Le Meunier-Fitzhug. (2019), Selling and Sales Managemen, Eleventh Edition.
Supplementary Book Resources
  • Gerald Manning and Michael Ahearne. (2019), Selling Today: Partnering to Create Value, Fourteenth Edition.
This module does not have any article/paper resources
Other Resources
  • [Website], TED Talks.
  • [Website], Harvard Business Review.
  • [Journal], Personal Selling and Sales Management.
Discussion Note: