Overview:
- Credits:
- 10.0
- Level:
- 4
- Semester:
- Semester Two
- Subject:
- Marketing
- School:
- Business
- Coordinator:
- Dr Ali Reza Keshavarz Maman
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Curricular information is subject to change
At the conclusion of the course students will:
1. Appreciate how the strategic outlook of the firm influences sales force activities;
2. Discuss how strategic thinking can be enhanced by a customer relationship-based approach to sales management;
3. Design a template for an appropriate sales force programme given specific sets of internal and external variables;
4. Understand the impact of recruitment, training, compensation and control tools on sales force effectiveness and customer value.
Student Effort Type | Hours |
---|---|
Lectures | 24 |
Small Group | 36 |
Specified Learning Activities | 24 |
Autonomous Student Learning | 120 |
Total | 204 |
Basic marketing knowledge, either through an Undergraduate module, through professonional exposure or through marketing textbook (recommendations can be acquired from the Module Coordinator).
Description | % of Final Grade | Timing |
---|---|---|
Assignment: < Description > | 45 |
Unspecified |
Group Project: < Description > | 40 |
Unspecified |
Attendance: Multiple Assignements | 15 |
Throughout the Trimester |
Compensation
This module is not passable by compensation
Resit Opportunities
In-semester assessment
Remediation
If you fail this module you may repeat, resit or substitute where permissible
Name | Role |
---|---|
Mr John Collins | Lecturer / Co-Lecturer |