2017/18 Taught Postgraduate Module Catalogue
LUBS5775M Sales Management
10 creditsClass Size: 30
Module manager: Angela Carroll
Email: A.Carroll@leeds.ac.uk
Taught: Semester 2 (Jan to Jun) View Timetable
Year running 2017/18
This module is not approved as an Elective
Objectives
This module aims to provide students with the skills and knowledge to assess and integrate the key concepts related to contemporary sales management in the context of strategic business management across a range of industry sectors and organisations.Learning outcomes
Upon completion of this module students will be able to:
- Appraise the core theories and concepts of sales management within a broader marketing and business context
- Apply knowledge of the discipline to evaluate the role, contribution and process of strategic sales management
- Assess the challenges involved in implementing and controlling sales strategies
- Assess and identify management actions required to overcome existing issues and drive improved performance
Skills outcomes
Upon completion of this module students will be able to:
Subject specific
- Produce an organisational based evaluation and analysis of a sales function
Transferable
- Produce articulate, effective and persuasive professional written communications
Syllabus
Indicative content
Strategic sales management in context
Integration of sales and marketing functions
Key account management and relational selling
Use of technology in the sales environment
Channel management
Ethical and legal aspects of sales management
Leadership, motivation and performance management
Cultural issues, barriers and problems
Sales forecasting and evaluation
Key learning is developed through an individual and contextual analysis of a sales function and strategy
Teaching methods
| Delivery type | Number | Length hours | Student hours |
| Workshop | 1 | 24.00 | 24.00 |
| Private study hours | 76.00 | ||
| Total Contact hours | 24.00 | ||
| Total hours (100hr per 10 credits) | 100.00 | ||
Private study
Pre Reading = 24 hoursStudents will be required to undertake further research and study following the teaching period in order to complete their individual assignments.
Methods of assessment
Coursework
| Assessment type | Notes | % of formal assessment |
| Report | Individual | 100.00 |
| Total percentage (Assessment Coursework) | 100.00 | |
Normally resits will be assessed by the same methodology as the first attempt, unless otherwise stated
Reading list
The reading list is available from the Library websiteLast updated: 24/03/2015
Browse Other Catalogues
- Undergraduate module catalogue
- Taught Postgraduate module catalogue
- Undergraduate programme catalogue
- Taught Postgraduate programme catalogue
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