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Sales Management
OVERVIEW
CEA CAPA Partner Institution: International School of Business
Location: Dublin, Ireland
Primary Subject Area: Management
Other Subject Area: Business
Instruction in: English
Transcript Source: TBD
Course Details: Level 300
Recommended Semester Credits: 3
Contact Hours: 45
DESCRIPTION
The aim of this module is to enable international learners to apply a broad understanding of the theory and practice of sales management and personal selling to a foreign workplace environment.
On successful completion of this module learners should be able to:
1. Describe the origins of sales management and its relationship with marketing
2. Describe the principles, roles and responsibilities of a sales manager and sales department
3. Evaluate the impact of the marketing mix and the product life cycle on the techniques used in sales
4. Implement a range of pre-sales meeting preparation techniques
6. Apply in practice the theoretical aspects of the personal selling process
On successful completion of this module learners should be able to:
1. Describe the origins of sales management and its relationship with marketing
2. Describe the principles, roles and responsibilities of a sales manager and sales department
3. Evaluate the impact of the marketing mix and the product life cycle on the techniques used in sales
4. Implement a range of pre-sales meeting preparation techniques
6. Apply in practice the theoretical aspects of the personal selling process
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