| CODE | MRK2322 | ||||||
| TITLE | Sales Force Management | ||||||
| UM LEVEL | 02 - Years 2, 3 in Modular Undergraduate Course | ||||||
| MQF LEVEL | Not Applicable | ||||||
| ECTS CREDITS | 4 | ||||||
| DEPARTMENT | Marketing | ||||||
| DESCRIPTION | The study-unit introduces the student to the issues, strategies and relationships that relate to the job of managing an effective sales force. The content places emphasis on developing a sales force program and managing strategic account relationships. Study-unit Aims: Provides an overview of the functions of sales management and provides a discussion of the techniques required for: - Recruitment and selection - Motivation and training - Organisation and control - Sales forecasting and budgeting - Sales force evaluation - Case studies from industry Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be knowledgeable of the industry standard processes of sales management and sales control. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this study-unit provides a guide for taking the student past the classroom and into a future career in sales management. 2. Skills: By the end of the study-unit the student will be able to prepare a sales management strategy, engage in effective recruitment processes, plan motivation programs, control sales processes, forecast sales and evaluate 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). |
||||||
| STUDY-UNIT TYPE | Lecture | ||||||
| METHOD OF ASSESSMENT |
|
||||||
| LECTURER/S | Joseph Spiteri |
||||||
|
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 Units not attracting a sufficient number of registrations may be withdrawn without notice.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 2023/4. It may be subject to change in subsequent years. |
|||||||