Short Title:International Selling Strategies
Full Title:International Selling Strategies
Language of Instruction:English
Module Code:INTL H3000
 
Credits: 5
Field of Study:Management and administration
Module Delivered in 2 programme(s)
Reviewed By:Raymond Keaney
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 international 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.
LO8 Evaluate the cross cultural factors critical to the international sales function
 

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 1,2,3,4,5,6,7,8 70.00 End-of-Semester

TU Dublin – Tallaght Campus 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
Independent Learning Reading & On-line 7.00 Every Week 7.00
Total Weekly Learner Workload 9.00
Total Weekly Contact Hours 2.00
 

Module Resources

Required Book Resources
  • Jobber and Lancaster 2015, Selling and Sales Management, 10th Ed Ed., Pearson [ISBN: 978129207800]
Recommended Book Resources
  • Jason Jordan, Michelle Vazzana 2014, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, McGrawHill
  • Thomas N Ingram et al. 2015, Sales Management: Analysis and Decision Making, 9th Ed., Routledge [ISBN: 978076564451]
  • William L. Cron, Thomas E. DeCarlo, 2009, Dalrymple's Sales Management, 10th Ed Ed., Wiley [ISBN: 9780470169650]
Recommended Article/Paper Resources
  • HBR 2016, Sales Management Collection : How to Turbocharge Your Business, HBR, #1010BN-BUN-ENG
  • Clara Shih 2016, Customer Relationship Automation Is the New CRM, HBR, Oct 2016
  • HBR Collection 2009, Review on Saless & Selling, Prod. #: 10166-PBK-ENG
  • HBR 2006, Supercharge Your Salesforce [ISSN: Prod. #: 1005-PDF-ENG]
Other Resources
  • Other: EBSCO
  • Video: Margaret Neale 2013, Negotiation: Getting What You Want, Stanford Graduate School of Business
 

Module Delivered in

Programme Code Programme Semester Delivery
TA_BITNL_B Bachelor of Business (Hons) International Business 5 Mandatory
TA_BITNL_D Bachelor of Business International Business 5 Mandatory