Sales Management MGT5262

  • Academic Session: 2023-24
  • School: Adam Smith Business School
  • Credits: 10
  • Level: Level 5 (SCQF level 11)
  • Typically Offered: Semester 2
  • Available to Visiting Students: No

Short Description

The course examines the significant role that sales plays in a contemporary business organisation. The course is designed to provide a comprehensive examination of ideas, techniques and methods for effective sales management and personal selling. The role of sales manager and the multi-faceted nature of the job are discussed and examined in both b2c the b2b contexts. Specifically, topics include: the role of personal selling (as a part of company's marketing strategy); personal sales' techniques for successful sales through all the different stages in sales process; priorities regarding the recruitment, selection, training and motivation of salespeople; and the importance of sales force organization and management within both domestic and international contexts.

Timetable

Six ½ day sessions delivered over a period of 2 weeks.

Requirements of Entry

Please refer to the current postgraduate prospectus at: http://www.gla.ac.uk/postgraduate/ 

Excluded Courses

None

Co-requisites

N/A

Assessment

The summative assessment is by an individual written assignment of 2000 words [70%] and a practical skills assignment in the form of a 2 minute video sales pitch [30%]

Main Assessment In: April/May

Course Aims

The specific course aims to:

1. Provide students with an in-depth understanding of selling and sales management and how they relate to overall business strategic objectives. 

2. Equip students with the necessary knowledge, tools and skills in order for them to be able to identify and address an effective sale as a part of a relationship strategy, at both national and international levels.

3. Review the skills and behaviours required to be an effective global sales manager

Intended Learning Outcomes of Course

By the end of this course students will be able to:

1. Understand, discuss and be able to critically analyse the role of the sales function as a part of an organisation's marketing strategy.

2. Understand and evaluate the different stages of the sales process.

3. Identify, explain and use tools and techniques necessary to be successful in personal selling in both national and international contexts.

4. Identify the essential activities that are involved in salespeople recruiting and selection process.

5. Appreciate the advantages and the disadvantages of different sales force organization structures.

Minimum Requirement for Award of Credits

Students must submit at least 75% by weight of the components of the course's assessment.