This module is intended to develop knowledge and understanding of how manage individuals and to build teams in order to maximise their potential and to fulfil the sales objectives, strategies and plans.

- The primary responsibilities of the Sales Manager
- Setting sales objectives, strategies and tactics
- Recruitment and selection of the sales team
- Induction and training of the sales team
- Developing and maintaining sales team performance
- Territory design and management
- Motivation and Incentives for the sales force
- Organising and compensating the sales team
- Evaluation and control of the sales team
- Leading the sales team in a market environment of change
- Working with other functional teams within an organisation
- Sales, service and customer care
- Sales and marketing integration

The learning strategy for this module requires students to commit 150 learning hours (including assessment). This will include 12 hours of class support, delivered during two 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The second day will provide the opportunity to examine aspects of the subject in more depth and clarify any issues arising from the assessment brief.

In the 138 hours of independent and self directed study students are expected to engage with the learning material on the module website, undertake additional research / reading, undertake formative tasks to reinforce the learning, relate the subject to their your workplace, have contact with their Tutor / Mentor and prepare coursework assignments.

The class sessions will include formal lectures, case study analysis and group discussions based on student experiences in the subject area. Students will be encouraged to integrate their work based experiences with new knowledge and skills developed in the classroom as the module progresses

Blackboard website
University Campus Library
Off-campus, on-line library resources
www.cim.co.uk (Chartered Institute of Marketing)
www.ismm.co.uk (Institute of Sales and Marketing Management)
www.bbc.co.uk/apprentice
Trade and Professional Journals

Donaldson, B., (2007) Sales Management: Theory and Practice 3rd Ed., Basingstoke, Palgrave McMillan
Jobber, D. & Lancaster, G. (2009) Selling and Sales Management 8th ed., Harlow, Pearson Education
Johnson, M. W. & Marshall, G. W. (2005) Churchill/Ford/Walker¿s Sales Force Management 8th Ed., McGraw Hill.
Kotler, P & Armstrong, F., (2007) Marketing: an Introduction 8th ed., Pearson Education
Rogers, B. (2007) Rethinking Sales Management: a Strategic Guide for Practitioners John Wiley and Sons
Mactear, J. (2009) Fast Track to Success: Sales Hemel Hempstead, U.K., Pearson

Work-based Report (2000 words) on the current skills of the sales force in relation to the future development of the business, identifying strengths and weaknesses, areas of development, succession plans and effects on the future roles and responsibilities of the sales force over the next 2 - 3 years.