| CODE | MRK2314 | ||||||||
| TITLE | Sales Force Management | ||||||||
| UM LEVEL | 02 - Years 2, 3 in Modular Undergraduate Course | ||||||||
| MQF LEVEL | 5 | ||||||||
| ECTS CREDITS | 5 | ||||||||
| DEPARTMENT | Marketing | ||||||||
| DESCRIPTION | The study-unit introduces the student to the issues, relationships, and strategies of managing an effective sales force. The students will be guided on developing a sales force program and managing strategic account relationships. Through lectures, examples and case studies the study unit will present contexts for practicing a diversity of sales strategies such as negotiating buyer concerns, forming partnerships, determining customer needs and closing sales agreements. Study-unit Aims: The objective of this study-unit is for the students to be become aware of the selling process and be able to setting up and manage a sales team. Students will be exposed to typical recruitment and selection processes as well as the maintaining a healthy functioning team. This necessitates understanding motivation techniques and appreciate the value of continuous training. The study-unit also intends to familiarise the students with sales forecasting and budgeting, evaluating the sales for and use control measures. This will be done through industry case studies. Learning Outcomes: 1. Knowledge & Understanding By the end of the study-unit the student will be able to: - List the industry standard processes of sales management and sales control; - Recognise financial issues; - Describe sales forecasting and budgeting; - Recognise different motivational approaches; - List skills required in sales. 2. Skills By the end of the study-unit the student will be able to: - Sketch a sales management strategy; - Illustrate an effective recruitment processes; - Establish a motivation program, a control sales processes, and a sales forecast; - Compare sales performance. Main Text/s and any supplementary readings: Main Text: - Selling and Sales Management by David Jobber and Geoffrey Lancaster. Pearson 9 edition. (2012). Supplementary Reading: - Selling Today by Gerald L. Manning, Michael L. Ahearne and Barry L. Reece (2011). |
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| STUDY-UNIT TYPE | Lecture | ||||||||
| METHOD OF ASSESSMENT |
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| LECTURER/S | Joseph Spiteri |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2025/6. It may be subject to change in subsequent years. |
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