Cookies

We use cookies to ensure that we give you the best experience on our website. You can change your cookie settings at any time. Otherwise, we'll assume you're OK to continue.

Durham University

Postgraduate Module Handbook 2021/2022

Archive Module Description

This page is for the academic year 2021-22. The current handbook year is 2022-23
No such Code for pgprog: N1KS17
No such Code for pgprog: N1KR17
No such Code for pgprog: N1N317
No such Code for pgprog: N1N417

Department: Management and Marketing

BUSI43L15: Effective Sales Force Leadership (Taught)

Type Tied Level 4 Credits 15 Availability Not available in 2021/22
Tied to N1KS17
Tied to N1KR17
Tied to N1N317
Tied to N1N417

Prerequisites

  • None.

Corequisites

  • None.

Excluded Combination of Modules

  • Effective Sales Force Leadership (Online)

Aims

  • To engage in a critical analysis of sales force management strategies and their contribution to the customer-oriented organisation
  • To develop an understanding of, and ability to critically examine, strategies for building, managing and optimising returns from sales force resources
  • To equip students with the conceptual and practical skills needed to organise and lead a sales force to competitive success

Content

  • The changing competitive environment
  • Theories of sales force management – structure, composition, resourcing, etc
  • Developing a customer orientation
  • Territory analysis and allocation models
  • Time-effort allocation models
  • Key account management
  • Characteristics of the effective sales representative
  • Characteristics of the effective sales force leader
  • Sales and negotiation skills
  • Performance management
  • Leading the sales force to competitive success

Learning Outcomes

Subject-specific Knowledge:
  • By the end of the module students should:
  • have a critical understanding of the nature, structure and operation of the sales function within a range of customer-oriented organisations;
  • have a grounded understanding of the key conceptual and practitioner perspectives on effective sales force leadership;
  • have a critical appreciation of the key drivers of sales success.
Subject-specific Skills:
  • By the end of the module students should:
  • be able to examine and critically evaluate sales performance and trends;
  • be able to develop an appropriate sales force management plan;
  • be able to critically evaluate and reflect on personal sales, negotiation and leadership skills.
Key Skills:
  • Effective written communication skills
  • Planning, organising and time management skills
  • Problem solving and analytical skills
  • The ability to use initiative
  • Advanced skills in the interpretation of data
  • Advanced computer literacy skills

Modes of Teaching, Learning and Assessment and how these contribute to the learning outcomes of the module

  • Learning outcomes will be met through a combination of taught input, groupwork, case studies and discussion, supported by guided reading and specially-written self-study material.
  • The summative assessment of the module is designed to test the acquisition and articulation of knowledge and critical understanding, and skills of application and interpretation within the business context.

Teaching Methods and Learning Hours

Activity Number Frequency Duration Total/Hours
Workshops (a combination of taught input, groupwork, case studies and discussion), timetabled in blocks 28
Preparation and reading 122
Total 150

Summative Assessment

Component: Written Assignment Component Weighting: 100%
Element Length / duration Element Weighting Resit Opportunity
Individual written assignment, based on the development of a sales force management plan 4,000 words maximum 100% Same

Formative Assessment:

Students will receive feedback on their contributions in class.


Attendance at all activities marked with this symbol will be monitored. Students who fail to attend these activities, or to complete the summative or formative assessment specified above, will be subject to the procedures defined in the University's General Regulation V, and may be required to leave the University