Institution / Cork Institute of Technology
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Business in Sales Management

Course Aims
1. To develop a wider understanding of Sales and Sales Management from an organisational perspective.
2. To enhance personal professional approaches to sales and business development through emphasis on individual effectiveness.
3. To further knowledge and skills with respect to a wide range of business and sales related areas.

Course summary
The Higher Diploma in Business in Sales Management is a custom built programme geared at those in Sales careers who wish to attain a qualification that matches their experience. Using industry-based expert lecturers the programme provides an opportunity to develop expertise and insight that can be used to advance ability and opportunity. The programme take a practical approach to sales management with particular focus on strategic thinking combined with professional development. Classroom activities focus on discussion and participation with a strong emphasis on real-world activities. The programme is ideally suited to anyone working in a sales related role.

Entry requirements

Admission Requirements
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 this Handbook.

3. Candidates will be required to undertake an interview at CIT before admission to the course.


Stage 1/ Semester 1 (September to December)
5 Saturdays - 9.00am to 6.00pm.
12 Wednesdays - 6.30pm to 9.30pm.

Stage 1/ Semester 2 (January to May)
7 Saturdays - 9.00am to 6.00pm.
12 Wednesdays - 6.00pm to 9.30pm.

Stage 2/ Semester 1 (June to August)
In-work activity with supervision focused on the Applied Project.

Number of credits


Further enquiries

Dr Pio Fenton, Head, Department of Marketing & International Business
T: 021 433 5922

Subjects taught

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.

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 CIT 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.

Salesforce Management
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.

Semester 3
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 centered on the student’s own organisation giving an opportunity for some practical take-aways.


Please attach and upload any documents such as transcripts, CV, other details relevant to the application.

Application date

Applications are now open online for September 2017.

Course fee

Please note that applicants will be required to pay an acceptance fee of €550 online if a place on a course is offered. This fee is deductible from the overall course fee.

Enrolment and start dates

Course commences on 15th September 2017.

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