Short Title:Sales Management
Full Title:Sales Management
Module Code:SALE H1001
 
Credits: 5
Field of Study:Marketing and advertising
Module Delivered in 5 programme(s)
Reviewed By:ADRIAN PAYNE
Module Author:Dara Mac Carthy
Module Description:To provide students with an in-depth understanding of sales management theories and to equip them with skills required to participate constructively in a sales management environment
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 Demonstrate an in-depth knowledge of the sales management theories and concepts used to achieve marketing and organisational objectives.
LO2 Critically review sales management literature and apply the findings in an organisational context.
LO3 Select and organise an appropriate sales team for a given situation.
LO4 Identify and evaluate methods of managing, motivating, directing, controlling and evaluating the sales force.
LO5 Engage in self-directed work and participate constructively in a team environment.
LO6 Observe and learn from participation in decision making situations through the use of case analysis and project work. This will involve the drawing together of complex information in order to draw out policy implications.
LO7 Evaluate CRM programs and understand there use and practice.
 

Module Content & Assessment

Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Continuous Assessment The continuous assessment will take the form of a group/individual casestudy evaluation. Students will be expected to make management recommendations in the form of a presentation. 3,4 30.00 Week 9
End of Module Formal Examination
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Formal Exam End-of-Semester Final Examination 1,2,3,4,5,6,7 70.00 End-of-Semester

IT Tallaght reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Class Based Instruction 3.00 Every Week 3.00
Independent Learning Time Reading & On-line 6.00 Every Week 6.00
Total Weekly Learner Workload 9.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Class Based Instruction 2.00 Every Week 2.00
Total Weekly Learner Workload 2.00
Total Weekly Contact Hours 2.00
 

Module Resources

Required Book Resources
  • David Jobber, Geoffrey Lancaster, 2009, Selling and Sales Management, 9th Ed Ed., Pearson Education [ISBN: 9780273720652]
Recommended Book Resources
  • William L. Cron, Thomas E. DeCarlo, 2009, Dalrymple's Sales Management, 10th Ed Ed., Wiley [ISBN: 9780470169650]
  • 2009, Sales management: building customer relationships and partnerships / Joseph F. Hair... [et al.], Houghton Mifflin Co. Boston [ISBN: 978-0618721016]
  • Thomas N. Ingram... [et al.] 2009, Sales management, M.E. Sharpe Armonk, N.Y. [ISBN: 978-0765622594]
  • Stephen Castleberry, John Tanner, 2010, Selling: Building Partnerships [ISBN: 978-0073530017]
Required Article/Paper Resources
  • HBR Collection 2009, Review on Saels & Selling, Prod. #: 10166-PBK-ENG
  • HBR 2006, Supercharge Your Salesforce [ISSN: Prod. #: 1005-PDF-ENG]
Other Resources
  • Other: EBSCO
 

Module Delivered in

Programme Code Programme Semester Delivery
TA_BMKDM_D Bachelor of Arts in Digital Marketing 5 Elective
TA_BAMKT_B Bachelor of Business (Honours) in Marketing 5 Elective
TA_BMKTG_B (1 year add on) Bachelor of Business (Honours) in Marketing Management 5 Elective
TA_BMKTG_D (1 year add on) Bachelor of Business in Marketing 5 Elective
TA_BAMKT_D Bachelor of Business in Marketing 5 Elective