The course is designed to enable students to meet the following objectives: To familiarise students with the strategic sales management. For students to understand the current issues and trends affecting sales management functions in Ireland and internationally. Develop key analytical skills essential to the sales management process. Examine the typical activities, opportunities, challenges, and career patterns of professional salespeople and sales managers. To illustrate the importance of customer relationships and their value, and to understand the role of the salesforce in building long-term profitable relationships. To acquire analytical tools that will help in sales force design and the creation of account management policies. To align sales force design and structure to strategic direction of firm. To develop total compensation and incentive systems that boost sales performance levels.

Strategic Sales Process (Relationship between Sales & Marketing; The Psychology of Selling; The Changing Nature of Sales and The Implications for Sales Management; Overview of Personal Selling Process; Sales Responsibilities and Preparation; Personal Selling Skills; Networking; Negotiation Techniques; Territory Management; Customer Relationship Management and Account Management) Strategic Sales Management (Managing a Professional Sales Organisation; Drivers for Sales Success; Sizing the Sales Force & Territory Allocation; Prospecting & Lead Management; Managing Major Accounts; Team Selling; Sales Structures and Organisations; Recruitment, Training, Motivating and Controlling a Salesforce; Aligning Sales Performance with Strategic Objectives and Goals; Sales Performance Metrics & Performance Appraisal; International Selling; Ensuring Ethical Behaviour within your Salesforce; Salesforce Compensation; Sales Forecasting; The Role of Technology in Enhancing Sales Productivity; Salesforce Automation )

Differentiate between sales and marketing strategies. Appraise the forces impacting selling and sales management. Critically evaluate modern selling and sales management concepts, techniques, strategies and theories. Apply personal selling skills in numerous situations, and business contexts. Propose sales solutions to complex scenarios. Demonstrate personal selling skills and abilities such as; negotiation, communication, project management, problem solving and teamwork skills.

Display a professional commitment to ethical sales practice.

N/A

This intensive module is block release covering four days. With learning sessions encompassing lectures, guest lectures, workshops, role-plays, video, and coaching exercises. Graduate attributes will be developed in the following ways: Knowledgeable: Students will gain a deep knowledge of through practical examples, coursework and in-class groupwork; Proactive: Students are expected to be proactive in their own learning through independent study and self-directed learning; Responsible: Students will develop a sense of responsibility through class discussions on various ethical issues; Collaborative: Students will be required to participate in class discussions and group work; Articulate: Students will become articulate in expressing advice through the use of in-class discussions, presentations and written coursework