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Without sales, there is no income and without that there is no future for an organisation. This module focusses on this relatively neglected part of the business and enables the student to develop a strong robust sales process bearing in mind that in small open economy like Ireland much of these sales will be internationally focussed. This module is focussed on the business to business environment rather than business to consumer markets.
This module introduces students to the challenges of successful sales management with specific emphasis on customer relationship building and maintenance. In today's competitive global environment, the successful sales manager is a leader guided by strategic vision and a set of competencies that include planning and interpersonal skills. Selling is a fundamental part of not only business, but everyday life. Indeed, you are called upon to sell all the time – whether it is an idea, product, service, or point of view. Interestingly, personal selling is the single most expensive component of the Marketing Mix and has the most direct impact on purchase decisions made by the customer. This module will provide students with the necessary tools to implement an organizational structure for sales force management while emphasizing the fundamentally relational nature of the selling activity.
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