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MRKT8019 - Sales Strategy Management

Title:Sales Strategy Management
Long Title:Sales Strategy Management
Module Code:MRKT8019
Duration:1 Semester
Credits: 5
NFQ Level:Advanced
Field of Study: Marketing & Advertising
Valid From: Semester 1 - 2016/17 ( September 2016 )
Module Delivered in 3 programme(s)
Module Coordinator: Katie Power
Module Description: This module will enable students to apply the theory and practice of key account management and sales force management. It will empower students with the skills necessary to develop sales strategies which are vital for the success of companies competing in the modern marketplace.
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 Assess sales management principles, skills and techniques in different organisational contexts.
LO2 Examine the role of sales in the context of the wider organisation.
LO3 Develop a strategic and results driven approach to sales force design and territory management.
LO4 Integrate the ethical aspects of sales in the organisational policy.
Pre-requisite learning
Module Recommendations

This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).

Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed

This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.

No requirements listed

Module Content & Assessment

Indicative Content
Designing and Implementing a Key Account Management Strategy
Stages of a KAM relationship, benefits and pitfalls of KAM, Key account planning.
Developing a company wide sales approach
Evolution of the sales department and where it fits into the wider organisation. Developing a high performance sales culture. Managing sales strategies in a changing marketplace. Sales strategies in the global marketplace. Aligning sales training with sales strategy.
Salesforce Planning, Organisation and Design
Salesforce planning, types of salesforce organisation, measures of sales organisation effectiveness, salesforce size, outsourced sales force
Sales Forecasting and Budgeting
Levels of forecasting. Budgeting purposes, budget determination.
Salesforce Evaluation
Salesforce evaluation process. Purpose of evaluation. Setting standards for performance. Measures of performance. Overall monitoring performance achievement and comparison of performance with objectives.
Territory Management
Developing an effective Sales Channels mix. Generating new accounts. Managing channel relationships.
Typologies of unethical sales behaviour, sales management actions to prevent unethical sales behaviour.
Assessment Breakdown%
Course Work100.00%
Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Short Answer Questions Written Exam assessing sales management strategy. 1,2,3,4 40.0 Week 8
Project Report and presentation which incorporates the development of a sales strategy for a sales organisation. 1,2,3,4 60.0 Sem End
No End of Module Formal Examination
Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.

The institute 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 Classroom based instruction 3.0 Every Week 3.00
Independent & Directed Learning (Non-contact) Self directed learning 4.0 Every Week 4.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Classroom based instruction 2.0 Every Week 2.00
Independent & Directed Learning (Non-contact) Self directed learning 5.0 Every Week 5.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 2.00

Module Resources

Recommended Book Resources
  • David Jobber 2014, Selling and Sales Management., 9th Ed., FT Press [ISBN: 9780273762652]
Supplementary Book Resources
  • Bird, T. and Cassell, J. 2012, Brilliant Selling, What the best Salespeople Know, Do and Say, Pearson Education [ISBN: 9780273771203]
  • Keith Rosen 2008, Coaching salespeople into sales champions, J. Wiley Hoboken, N.J. [ISBN: 9780470142516]
  • W. Cron and T. Decarlo 2010, Sales Management: Concepts and Cases, 10th Ed., John Wiley & Sons [ISBN: 978-0-470-418]
This module does not have any article/paper resources
Other Resources
  • Journal: Journal of Selling
  • Website: Sales Institute of Ireland
  • Journal: Journal of Personal Selling and Sales Management
  • Journal: Journal of Selling and Major Account Management

Module Delivered in

Programme Code Programme Semester Delivery
CR_BBUSS_8 Bachelor of Business (Honours) 2 Elective
CR_BIBLA_8 Bachelor of Business (Honours) in International Business with Language 8 Elective
CR_BMRKT_8 Bachelor of Business (Honours) in Marketing 8 Mandatory

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