Sales Management - Cork Campus
This part-time one-year Level 8 degree 60 credit programme is aimed at those working in or aspiring to sales management roles that have a foundation of experience in a sales environment. Using innovative delivery teaching approaches the programme is a flexible undertaking for those with busy lifestyles. Incorporating online delivery that is supported by traditional residential classroom delivery, participants will have the opportunity to mix with their peers while also developing their knowledge in their own time. An innovative industry based Applied Project is undertaken which adds real value to the practitioner and their work environment while a flexible Seminar Series provides substantial networking exposure. The programme has a constant practical real-world focus and lecturers will have extensive experience in a sales environment.
This programme serves two purposes; to enhance the critical thinking abilities, understanding of business and personal development avenues for the candidate, and also contributing value to the organisation of the participant through an injection of new ideas and more strategic thinking. The programme is focused on facilitating the development of the individual and the organisation.
1. Candidates ideally should hold a Level 8 qualification in any discipline. Participants with such a qualification require 2 years' experience in a role cognate to sales.
2. Candidates without a Level 8 qualification must be able to demonstrate sufficient relevant experience. Are you eligible for Recognition of Prior Learning (RPL)? For details, see the information section at the beginning of the college Handbook.
3. Candidates will be required to undertake an interview at MTU before admission to the course.
STAGE 1/SEMESTER 1
Organisational Sales Strategy
This module aims to impart to the student the importance of understanding how consumers and organisations purchase in order for sales people to successfully develop strategies to positively influence the purchase decision. Leading from this, learners gain an understanding of the wider organisational perspectives on sales strategy and sales management issues.
Effective Sales Techniques
In this module, learners develop an understanding of the role and functions of the salesperson and the key skills needed to be a professional sales person. how to take a strategic and planned approach and how to develop long term consultative relationships with customers.
STAGE 1/SEMESTER 2
Sales Seminar Series
This module uses an innovative approach to exploring key concepts relating to sales management and business development from variety of perspectives. Speakers from a range of organisations will present a series of guest lectures on overarching business challenges and students will be tasked with reflecting on integrated problems across many functional areas from a sales perspective. This module may avail of the Sales Institute of Ireland Breakfast seminars which can be attended by MTU Cork students.
Sales and Marketing Finance
This module covers finance from a sales and marketing perspective. Students explore the overarching requirements for effective sales finance management with a grounding in the interpretation of accounts.
The Digital Environment
This module looks at the links between sales and marketing and how marketing can impact on the success of a sales representative particularly within the digital environment. It also enables students to formulate an integrated sales and marketing campaign through the use of digital media. Practical workshops provide students with hands-on experience creating content on social media platforms.
Sales Law and Ethics
This module will introduce students to the legal and ethical issues involved in sales practice and management. Students will explore how to integrate ethical practice to their sales strategies.
International Selling for the Sales Professional
The International Selling module enables students to have an in-depth knowledge of the advanced principles of salesforce organisation, territory design, key account management, salesforce monitoring and control and the international selling process which are vital for the success of a salesforce in an international context. This is a practical exploration of the challenges of developing entry to new international markets.
This module will enable students to apply the theory and practice of sales management to effectively manage and control a successful sales force. The move from Sales Representative to Sales Manager is also addressed.
STAGE 2/SEMESTER 1
Applied Project for Sales Management
This action research project allows students to investigate an organisational problem with a view to making an intervention and assessing the value of this. The project acts as a means for capturing knowledge, challenges and opportunities in a sales setting and helps to develop skills for dealing with nebulous problems. The project will be centred on the student's own organisation giving an opportunity for some practical take-aways.
DURATION AND DELIVERY
Semester 1 (September to December)
5 Saturdays - 9.00am to 6.00pm
12 Wednesdays - 6.30pm to 9.30pm
Semester 2 (January to June)
2 evenings per week (Monday and Wednesday) – 6pm to 10pm 15 weeks
6 Saturdays 9-6PM
Project activity commences in JHanuary with submission mid-August
Students should note that Fees quoted relate to the academic year 2019-2020 only and are subject to change on an annual basis. Except where stated, course fees cover the cost of tuition only.
Course fee must be paid before attending lectures.
Course commencing 9th September 2020.