University of Technology SydneyHandbook 2008

24713 Sales Management

Faculty of Business: Marketing
Credit points: 6 cp

Subject level: Postgraduate

Result Type: Grade and marks

Requisite(s): 24734 Marketing Management OR 24746 Marketing: Concepts and Applications
These requisites may not apply to students in certain courses.
There are also course requisites for this subject. See access conditions.

Handbook description

This subject considers the management of sales in the wider sense, being concerned not only with the management of the sales force by the sales manager, but also the management of the sales function by the entire organisation. To achieve this, not only are the areas of sales force design, organisation, training and motivation considered, but also the nature and role of selling as it relates to business relationship building and sustenance. It also introduces the theories underlying this area of marketing and presents practical applications.

Subject objectives/outcomes

On successful completion of this subject students should be able to:

  1. Understand whether sales force investment is appropriate in terms of quantum, structure and capability
  2. Understand the sales force management process
  3. Assess motivation levels of sales personnel and describe how we can drive extraordinary performance
  4. Understand how a sales team can best aid a firm in its desire to become better market orientated
  5. Demonstrate how a sales force can better capitalise on new technologies and avoid falling victim to technology-based threats
  6. Show how to encourage the sales force to generate profitable sales and build long term customer relationships without adding excessive complexity to the process
  7. Learn the steps and phases involved in managing the sales force
  8. Gain sufficient knowledge to be able to coordinate sales management processes.

Contribution to graduate profile

This subject explores the role and importance management of the sales force in contemporary organisations. This postgraduate marketing subject has been designed to enable students to develop an in-depth understanding of the processes, philosophies and concepts associated with sales management in contemporary organisations. Although the focus is on managing the personal selling function, the forces driving the process stem from the need for organisations to remain relevant, effective and competitive in a dynamic environment.

While the subject matter is primarily from the field of marketing, the nature of successful sales force management requires a sensitivity to other fields of study such as strategy, finance, information technology and organisational behaviour.

This course will require students to explore the various fields of study and examine current research as a basis for building a strong, practically oriented capability for sales force management.

Teaching and learning strategies

Students will be encouraged to undertake research, study the literature and monitor the media on subjects related to sales management. By creating a broader perspective on the topic, class debate and student learning should be made more effective than if it was confined only to text material.

Each week the three hour seminar session will be made up of a number of components which will emphasise student input and enhance the learning process. A typical week will consist of a lecture, a student presentation on their own literature or field research findings, and team class activity. All of these activities will take place in an atmosphere of active discussion and debate.

Content

  • The critical role of the Sales Force in Management of Customers and Revenues Sales Force Assessment and Strategy
  • Sizing and Structuring the Sales Force
  • Designing Sales Territories
  • Recruiting and Training the Sales Force
  • Role of the Sales Manager and Sales Management Team
  • Motivating and Compensating the Sales Force
  • Sales Goals and Objectives
  • Implementing targeted 'precision' selling
  • Using technology to assist sales force
  • Performance Management and Sales Culture.

Assessment

Academic Literature Review (Individual)25%
Each student will undertake an academic literature review in the field of sales force management. This will enable students to demonstrate that they have met objective 2.
Final Exam (Individual)45%
This exam, consisting of essay answer questions, will test students understanding of the theory and their ability to apply the theory to sales force management. This will enable students to demonstrate that they have met objectives 1 and 3-6.
Team Project (Group)30%
This will assess students understanding of the concepts of sales management . It will also build students understanding of the application of sales management concepts and theory. This assignment will allow students to demonstrate that they have met objectives 7 and 8.

Recommended text(s)

Zoltners, A.A., Sinha P., and Zoltners, G.A. 2001 'The Complete Guide to Accelerating Salesforce Performance', AMACOM.

Indicative references

Churchill, Ford , Walker, Johnston and Tanner, 2003, 'Sales Force Management', 7th Edition. Irwin McGraw Hill.

Coker, De Gaizo, Murray, Edwards, 2000, High Performance Sales Organisations, 2nd Edition, McGraw Hill

Stanton W, and Spiro, R. 1999, Management of a Sales Force, 10th Edition, McGraw Hill.