Registry

Module Specifications

Current Academic Year 2012 - 2013
Please note that this information is subject to change.

Module Title	Personal Selling and Sales Management
Module Code	MG325
School	DCUBS
Online Module Resources
Module Co-ordinator	Semester 1: Lee Geraghty Semester 2: Lee Geraghty Autumn: Lee Geraghty
NFQ level	8	Credit Rating	5
Pre-requisite	None
Co-requisite	None
Compatibles	None
Incompatibles	None

Description

This course provides an overview of professional selling at both a strategic and tactical level and is designed to enable the student to gain a greater understanding and appreciation for the sales function. The main module objective is to provide the marketer with the tools and techniques necessary to manage the sales and marketing interface from the effective positioning of offerings through closing the sale and relationship management. The course allows students to develop and improve interpersonal and communication skills through role-plays and sales interviews. The course is delivered through a combination of lectures, class presentations and discussions seminars.

Learning Outcomes

1. Explain the strategic role of personal selling and sales management in the organisation's marketing and corporate strategies
2. Recognise the ethical challenges that exist for the sales function
3. List and describe the steps in the personal selling process
4. Compare and contrast the motivations of buyers in consumer and organisational markets
5. Recognise the importance of relationship management in personal selling
6. Describe the key sales management tasks of salesperson selection, recruitment, motivation, organisation and evaluation

Workload	Full-time hours per semester
*Type*	*Hours*	*Description*
Lecture	24	Personal selling and sales management topics
Examination	30	Revision and preparation for exam
Group work	18	Preparation for class presentation
Assignment	18	Individual report
Library	15	Research
Independent learning time	20	Preparation for weekly classes
Total Workload: 125

All module information is indicative and subject to change. For further information,students are advised to refer to the University's Marks and Standards and Programme Specific Regulations at: http://www.dcu.ie/registry/examinations/index.shtml

Indicative Content and Learning Activities

Introduction to Personal Selling and Sales Management.
The sales function. Changes in the professional selling environment.

Learning Selling Skills.
Communication, verbal and non-verbal.

The buying process.
Understanding purchasing motivations and buyer types.

The personal selling process.
Finding and qualifying prospects, making presentations, dealing with objections, closing the sale.

Sales management.
Recruitment, Motivation, Compensation, Training, Leadership, Organisation.

Ethical issues in sales management.
Ethics, Social Responsibility, Legal issues in selling.

Sales forecasting.
Qualitative and quantitative methods.

Assessment Breakdown
Continuous Assessment	50%	Examination Weight	50%

Course Work Breakdown
Type	Description	% of total	Assessment Date
Assignment	Group presentation	30%	n/a
Assignment	Individual report	20%	n/a

Reassessment Requirement
Resit arrangements are explained by the following categories; 1 = A resit is available for all components of the module 2 = No resit is available for 100% continuous assessment module 3 = No resit is available for the continuous assessment component
This module is category 1

Indicative Reading List

Jobber & Lancaster: 2007, Selling and Sales Management, 7th, Prentice Hall,
Anderson, Dublinsky and Mehta: 2007, Personal Selling: Building Customer Relationships and Partnerships, 2nd, Houghton Mifflin,

Other Resources

None

Array

Programme or List of Programmes

BA in Accounting & Finance

Bachelor of Business Studies

BSI

Business Studies ( with INTRA )

BSSA

Study Abroad (DCU Business School)

BSSAO

Study Abroad (DCU Business School)