Discipline of sales management for the 21st century. Changing dynamics between buyers and sellers, driven by the fast-paced evolution of e-commerce and globalisation, has led organisations to review and adapt their sales management approach in response to a customer driven culture - Sales Management - Assignment Research Paper

Academic Level: Under-Graduate, Masters
Subject Area: Sales Management

Details:

Unit Aim
This unit introduces students to the Discipline of sales management for the 21st century. Changing dynamics between buyers and sellers, driven by the fast-paced evolution of e-commerce and globalisation, has led organisations to review and adapt their sales management approach in response to a customer driven culture.

Learning Outcomes
1. Demonstrate an understanding of the principles of sales management
2. Evaluate the relative merits of how sales structures are organised, and recognise the importance of ’selling through others’
3. Analyse and apply principles of successful selling
4. Demonstrate an understanding of the finance of selling   

Assessment Criteria
•    Produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within an organisational context.   
•    Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.