This course introduces students to the discipline of sales management for the 21st century. Changing dynamics between buyers and sellers, driven by the fast-paced evolution of e-commerce and globalisation, has led organisations to review and adapt their sales management approach in response to a customer driven culture.

This course gives a comprehensive overview of sales management and equips students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment.

Learning Objectives

By the end of this course a student will be able to:

LO1 Demonstrate an understanding of the principles of sales management.

LO2 Evaluate the relative merits of how sales structures are organised, and recognise the importance of ’selling through others’.

LO3 Analyse and apply principles of successful selling.

LO4 Demonstrate an understanding of the finance of selling.