MKTG07093 2016 Sales Management and Project

General Details

Full Title
Sales Management and Project
Transcript Title
Sales Management and Project
Code
MKTG07093
Attendance
N/A %
Subject Area
MKTG - Marketing
Department
MRKT - Marketing, Tourism and Leisure
Level
07 - NFQ Level 7
Credit
05 - 05 Credits
Duration
Semester
Fee
Start Term
2016 - Full Academic Year 2016-17
End Term
9999 - The End of Time
Author(s)
Aine Doherty, Suzanne Ryan
Programme Membership
SG_BDIGI_B07 201900 Bachelor of Business in Digital Marketing SG_BSALE_B07 201900 Bachelor of Business in Business in Marketing and Sales
Description

This subject aims to develop an appreciation of the principles and practice of relationship sales management.

Learning Outcomes

On completion of this module the learner will/should be able to;

1.

Distinguish between the theoretical concepts and themes of relationship sales management.

2.

Learn and use professional selling/marketing terminology and vocabulary.

3.

Identify the key day to day management activities of the sales person.

4.

Investigate the role of management as it appears to the selling function.

5.

Investigate the development of the sales team

6.

Distinguish between the different aspects of the environment of selling and sales management.

Teaching and Learning Strategies

The teaching and learning for this module comprises of lectures and tutorials. A problem based learning approach is used through case studies. Workshops, readings, simulation exercises and guest lecturers will also facilate the teaching and learning in this module.

Module Assessment Strategies

  1. Distinguish between the theoretical concepts and themes of relationship sales management.Teaching methods- lectures, cases studies, readings and workshops. Assessment methods- project and final exam question.
  2. Learn and use professional selling/marketing terminology and vocabulary.Teaching methods- lectures, cases studies, readings and workshops. Assessment methods-project and final exam question.
  3. Identify the day-to-day activities of a salesperson. Teaching methods- lectures, cases studies, readings, workshops and guest lecturers.  Assessment methods- project and final exam question.
  4. Investigate the role of management as it appears to the selling function. Teaching methods-lectures, case studies, guest lecturers and readings. Assessment methods-project and final exam question.
  5. Investigate the development of the sales team. Teaching methods-lectures, case studies, guest lecturers and readings. Assessment methods-project and final exam question.
  6. Distinguish between the different aspects of the environment of selling and sales management. Teaching methods-lectures, case studies, guest lecturers and readings. Assessment methods-project and final exam question.

Repeat Assessments

The repeat assessments are as the assessment strategies outlined above.

Indicative Syllabus

1. Self Management

  • Explain efficient time management tools for salespeople.
  • Discuss territory management techniques.
  • Design an effective sales territory.
  • Measure sales territory performance.
  • Determine how salespeople should allocate their time.
  • Describe the sales manager's role in time and territory management.
  • Appreciate the International sales environment.

2. Salesperson performance: behaviour, motivation and role perceptions.

  • Understand the model of salesperson performance.
  • Discuss the role perception process.
  • Understand why salespeople are susceptible to role issues.
  • Discuss how sales management can influence sales performance.

3. Development of the sales team

  • Identify the recruitment and training techniques for a sales team.
  • Define the sources of new recruits.
  • Understand a job analysis and how selection criteria are determined.
  • Explain the section procedures.
  • Describe the salespeople’s role in the selection process.
  • Appreciate how to develop sales training programs.
  • Understand the differences in training new recruits and experienced salespeople.
  • Understand the various methods for conducting sales training.
  • Explain how to measure the costs and benefits of sales training.

4. Sales management

  • Explore key account management.
  • Appreciate sales planning, market potential and forecasting.
  • Understand the management budgets, credit control and time value of money.
  • Understand the importance of leadership in sales management.
  • Assess the use of delegation in sales managementt.
  • Appreciate the role of brand management.
  • Assess the use of space management - the retailing environment from the sales person's perspective.
  • Identify the key issues related to compensating  and incentising salespeople.
  • Appreciate how to evaluate salesperson performance.

5. The environment of selling and sales management

  • Identify the ethical concerns facing sales management.
  • Establish a code of ethics for sales and sales management.
  • Debate the social responsibility issues associated with selling and sales management.
  • Understand the concept of CRM and how it serves to manage information.

Coursework & Assessment Breakdown

Coursework & Continuous Assessment
50 %
End of Semester / Year Formal Exam
50 %

Coursework Assessment

Title Type Form Percent Week Learning Outcomes Assessed
1 Group project Continuous Assessment Assignment 40 % Week 10 1,2,3,4,5,6
2 Presentation Continuous Assessment Oral Exam 10 % Week 11 1,2,3,4,5,6
             

End of Semester / Year Assessment

Title Type Form Percent Week Learning Outcomes Assessed
1 Final Exam 2 hours duration Final Exam Closed Book Exam 50 % End of Term 1,2,3,4,5,6
             
             

Full Time Mode Workload


Type Location Description Hours Frequency Avg Workload
Independent Learning UNKNOWN Independent Learning 4 Weekly 4.00
Lecture Lecture Theatre Lecture 1 Weekly 1.00
Lecture Lecture Theatre Lecture 1 Weekly 1.00
Tutorial Flat Classroom Tutorial 1 Weekly 1.00
Tutorial Flat Classroom Tutorial 1 Weekly 1.00
Total Full Time Average Weekly Learner Contact Time 4.00 Hours

Required & Recommended Book List

Recommended Reading
2000-09-15 Win-win Sales Management: A Powerful New Approach for Increasing Sales from Your Team Oak Tree Press
ISBN 1860761658 ISBN-13 9781860761652

It is a challenge for every sales manager to keep their team motivated, to continually bring out the best in each individual sales person and to make sure that profitable sales come through at the end of the day. Even for the most experienced managers, sometimes it only requires a small but significant shift in attitude and approach. This book introduces a win-win approach for managers to keep themselves and their team motivated.

Recommended Reading
2013-03-13 Account Planning in Salesforce: Unlock Revenue from Big Customers to Turn Them into BIGGER Customers Oak Tree Press

ACCOUNT PLANNING in SALESFORCE is focused on helping companies that have purchased Salesforce with their Account Planning initiatives. Its goal is to be the reference text on Account Planning for all Salesforce users.



Account Planning is a tremendously important endeavor. It drives revenue, increases customer satisfaction, aligns your organization, and provides incredibly gratifying moments when you can see the impact of your work both for the customer, and for your company.



Account Planning is a strategic imperative that goes beyond traditional selling tactics. The benefits that accrue go beyond simple revenue numbers, and point to an approach that must be focused not just on greater revenue as the sole arbiter of strategy. When Account Planning is executed well, customer satisfaction increases. Customers who are more satisfied buy more from you, and do so without calling your competitors first. Customers who are served well are easier to retain, and therefore it is easier to make your revenue targets year after year. When you do effective Account Planning, you get to understand the customers business, sit with them at their side of the table, and strengthen your ability to shape their thinking and their business strategies. A happy customer is hostile territory for your competitor to enter. Switching suppliers is expensive for a customer and they will do so only if they feel you are not serving them well and fairly. Your ability to monitor, measure and react is greater if you are closer to the heart of their business, understanding their corporate goals, and motivations. It takes investment, research and hard work, but is the price of customer retention and growth.



In ACCOUNT PLANNING in SALESFORCE, you will learn how to gather the information you need to understand the Account as a marketplace and to segment that marketplace into discrete units so that you can choose where to spend your time. Recording the Current Opportunities in the Account, as well as business you already have won, you will be able to place your solutions on a structured map of the customers business. Exploring how to uncover the customers Business Drivers and how to navigate the political landscape in the account will help you to understand both the people who matter the Key Players and their associated Business Drivers. When all of the opportunities in the Account have been identified, you will evaluate each one against the twin axes of Value to Customer and Value to Us. That way you will uncover areas of Mutual Value which is a thread that you will find woven into the fabric of the methodology. It is important. This is the White Space in the Account where you can help your customer to identify new potential areas of opportunity and simultaneously discover new areas of opportunity for yourself. Finally, you will build the Execution Plan so that you get beyond planning and begin to manage and execute. And to keep things interesting, you will find many musical references throughout the book this will be the only book on Account Planning that you will find that includes a song playlist!

Module Resources

Non ISBN Literary Resources

Core Texts

Title

Author

Publisher

Year

Managing Salespeople: a relationship approach

Hite, R. E. and
Johnston, W. J.

South-Western College Pub

2008

 

Supplementary Texts

Managing customers(epub)

McAleer, S

Oak Tree Press

2011

Sales and key account management

 

Blythe, J.

Thomson Learning,

2008

Coaching Champions: How to Build a Winning Sales Team (2nd edition) (ePub)

Salisbury, F

Oak Tree Press

2011

Account Planning in Salesforce: Unlock revenue from big customers to turn them into BIGGER customers

Daly, D

Oak Tree Press

2013

Sales Management

Mathur, U.C

New Age International

2008

Candy-coated Marketing (epub)

Horgan, S

Oak Tree Press

2012

The secrets of great sales management advanced strategies for maximizing performance

 


Simpkins, Robert

American Management Association

2004

Win-win sales management : a powerful new approach for increasing sales from your team

 

Weymes, Pat.

Oak Tree Press

2000

URL Resources

www.sii.ie 

www.mii.ie

Other Resources

Databases

Business Source

Academic Source Premier

Emerald         

 

Blogs

https://www.scoremoresales.com/about

http://thesalesblog.com/

http://asalesguy.com/

Additional Information

None