Course details
This course is designed to give either existing salespeople or others looking to break into sales a greater insight into the profession of selling and sales management. The course is delivered by a lecturer with over 15 years experience of working in sales and offers students a balance between the theoretical and practical elements of sales, with the emphasis on selling and sales management skills.
Programme Aims and Objectives
Selling is one of those activities where success is based largely on experience. Sales professionals often lack a foundation in elements of the management theories behind selling, and crucially sales management. This course looks to address those gaps and by offering students an appreciation of both the skills based elements of selling and the approaches that successful sales organisations’ employ. On completion of the programme students should have acquired the skills to:
- Develop a greater understanding of selling through exploration of the history of selling and its’ professional nature; the variety and complexity of the sales role and the people engaged in sales activities
- Obtain a focus in terms of the uniqueness of selling as an activity with particular emphasis on the topical issue of selling in a recession
- Gain a thorough appreciation of the key elements of successful modern sales management and the approaches used.
Course Structure
The course is delivered using a combination of handouts, multi-media presentations and accessing online content during class. Student participation is considered key to the success of the course, communication is a key sales skill and students will be encouraged to contribute to and engage in group discussions.
Assessment
To be awarded the Diploma in Selling & Sales Management students will be required to submit a written assignment (100%).
Programme Content
Diploma in Selling and Sales Management Sales Perspective
- Development & Role of Selling in Marketing
- Sales Strategies
- Consumer & Organisational Buyer Behaviour
Sales Techniques
- Sales Responsibilities & Preparation
- Personal Selling Skills
- Key Account Management
- Relationship Selling
- Direct Marketing
- Internet & IT Applications in Selling & Sales Management
Sales Settings
- International Selling
- Legal & Ethical Issues
Sales Management
- Recruitment & Selection
- Motivation, Leadership & Training
- Organisation & Compensation
- Sales Forecasting & Budgeting
- Sales Force Evaluation
Course Location
About Dublin Business School
We_They specialises in the provision of career focused business and law education as well as the delivery of contemporary programmes in the areas of arts, media, social science, humanities and psychology. This is an exciting time for you as you lay the foundations for the rest of your life. At We_They we will do all that we can to help you to make the right choices for your future and a programme of study at We_They will give you the best possible start in your career. We have developed our courses in collaboration with industry and professional bodies, so that when you graduate, in addition to your academic qualifications, you will have the skills and knowledge to begin a successful career. Our ethos is to provide programmes which are highly focused and relevant to domestic and international students which employ innovative approaches to teaching and learning.
One of these innovations is We_They Advantage. We_They Advantage is an initiative which gives students the opportunity to engage in a development programme run parallel to their academic studies that prepares students for the workplace. It has long been recognised that the role of third level is not simply to impart knowledge but to contribute to maintaining a competitive and a ‘smart’ economy, and also to play a valuable part in the holistic development of the person. Part of this development relates to the fostering of ‘transferable’ or ‘generic’ skills in inpiduals. Examples of such skills are communication skills, planning, leadership, multi-tasking etc. – skills that are essential not just in learning or work situations, but in all areas of life. We_They Advantage assists We_They students in developing these important skills.
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