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Sales Management

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.

Overview
Course summary
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.

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 of the college Handbook.

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

Duration

Duration and Delivery
Stage 1/Semester 1 & 2
5 Saturdays - 9.00am to 6.00pm
12 Wednesdays - 6.30pm to 9.30pm

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

Further enquiries

Jane Leonard
E: jane.leonard@cit.ie

Subjects taught

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 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.

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-away.

Comment

Admissions/Registrations
T: 021 4335040 E: admissions@cit.ie

Opening hours
First Three Weeks of Semester 1:
Monday – Thursday
9.30am – 7.00pm
Friday
9.30am – 12.30pm
2.00pm – 4.00pm

During term:
Monday – Thursday
9.30am – 4.00pm
Friday
9.30am – 12.30pm
2.00pm – 4.00pm

Outside of term:
Monday – Friday
9.30am – 12.30pm
2.00pm – 4.00pm

Examinations
T: 021 433 5381/5385 E: exams@cit.ie

Opening hours
Monday – Thursday
8.30am – 12.30pm
2.00pm – 4.30pm
Friday
8.30am – 12.30pm
2.00pm – 4.00pm

Accounts/Course Fees
T: 021 433 5440 E: fees@cit.ie

Opening hours
Monday – Friday
9.30am – 12.00noon; 2.00pm – 4.00pm

Reception
CIT Bishopstown T: 021 432 6100
CIT Crawford College of Art & Design T: 021 433 5200
CIT Cork School of Music T: 021 480 7300
National Maritime College of Ireland T: 021 433 5600

Application date

Application Closing Date: 1st June 2019.

Apply
• Online application is open for course commencing 9th September 2019.
• 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.
Note: You will not be charged for applying for the programme by clicking the 'apply now' button, you are only asked to pay an acceptance fee if a place is offered to you and you wish to accept it.
• Please attach and upload any documents such as transcripts, CV, other details relevant to the application.

Course fee

€3,950

Students should note that the 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. Registration fees for professional bodies etc. are payable separately to these institutions.

Full-time (On Campus) EU Postgraduate Students will also be liable for the €7 USI Levy.

For further information on the USI levy please go to: http://www.citsu.ie/_7-levy

Students will be notified of their fees by email to their CIT email account and in all cases, course fees must be paid before attending lectures.

Students can check their account balance and pay their fees online at www.cit.ie/pay

Failure to pay fees on time will result in a late payment fee of 10% being applied and students will no longer have access to IT Facilities.

• Where course fees are being funded by an employer, you are asked to seek payment or reimbursement from your employer. Where an employer requires an invoice in their Company name the employer must e-mail fees@cit.ie with the relevant details and the amount of Fees they will be funding.

• For Semesterised courses, students pay for the relevant modules at the beginning of each semester. Payment of fees by laser, debit or credit card can be made online at www.cit.ie/pay or by phoning +353 21 433 5440.

Students should familiarise themselves with the relevant section of the Student Regulations.

Please note that the Fees Office will use your CIT email account for important communications.

Withdrawing from a course
Students who wish to withdrawn from a course must notify the admissions office and complete a withdrawal form. Where Students fail to inform admissions of their withdrawal they will remain liable for any unpaid fees on their accounts. E-mail admissions@cit.ie

Refund Policy
All courses at CIT will run subject to sufficient student numbers. Where a course cannot proceed, applicants will be contacted and advised on alternative study options.

• A full refund will be given to all applicants for courses which do not proceed.

• A full refund will be given to students who withdraw before 5th September.

• Where students pay the online application fee to accept an offer they have 14 days in which to withdraw and claim a full refund provided the course has not commenced.

• A full refund (less 15% administration fee) will be given to applicants for short courses, if requested up to one week after course commencement. No refunds will be given thereafter. A short Course is less than 12 weeks duration.

• A full refund (less 15% administration fee) will be given to applicants for semesterised and full year courses if requested up to one month after the commencement of Semester 1 and before the end of February for Semester 2. No refunds will be given thereafter.

• All applications for refunds must be made on the appropriate Refund Form which can be requested from the CIT Fees Office (email fees@cit.ie).

NB: Students are reminded to ensure that they have clearly understood all the terms of their enrolment with CIT, in particular clauses concerning refunds, deferments, waivers, course transfers, and visa applications (when applicable).

Enrolment and start dates

Start date: 9th September 2019

Remember to mention gradireland when contacting institutions!