Sales Management
6 Credits (ECTS)
Sales Management
Get 70% back via Tax Credit
€280 refund on this module
Module Description
A Sales Manager is a key player in the success of an organisation since, if one does not manage to sell one’s own products or services, the business will inevitably fail.
The main role of a sales manager therefore is to lead, choose, build and continuously cultivate a driven and goal-oriented sales team.
In addition, a sales manager will need to continuously be on the alert to changes that might affect the company’s services and products by monitoring market change, as well as changes in the consumers’ behaviour, as well as keep up to date with the latest trends.
Entry Requirements
Candidates who apply for this course must possess:
- a qualification at MQF Level 4 (one ‘A’ Level or equivalent in any subject)
AND
- a pass in English* and Mathematics at MQF Level 3 (‘O’ Level or equivalent).
Preference is given to applicants having a year of work experience related to the field of study.
*Students whose first language is not English will be required to demonstrate evidence of an adequate level of English proficiency.
Target Audience
This course is targeted at people who wish to have a thorough background in management in order to progress further in their careers, such as:
- Supervisors
- Coordinators
- Assistant Managers
- Junior Managers
- Middle Managers
- Project Coordinators/ Project Managers
The target group can also be extended to groups that have significant management experience but lack a formal qualification, such as managing directors and officers.
Career Paths
The programme aims to help you progress from first–level supervisory positions to higher managerial roles such as:
- Manager
- Senior Manager
- Head of Department
- Director etc. of any organisation both in the private and public sector.
How you’ll be assessed
The course comprises:
- Evening classes for part-time courses.
- Classes held throughout the day for full-time courses.
- Guided learning, presentations, comprising synchronous online discussions, tutorials and/or videos.
- Self-study hours comprising research, reading and assignment work.
Assessment
Assessment is carried out via two mandatory components:
- Modular Assessment
- Summative Assessment
The programme includes different forms of assessment which allow for and promote students’ critical engagement. The formative and summative assessment tasks may include an in-class assignment and/or a home-based written assignment using diverse assessment tools which may take the form of online and in-class discussions, examinations, case studies, reports, proposals, essays, and presentations, etc., as applicable to the diverse modules.
Additional Info
Upon successful completion of this course, students will be eligible for a 70% refund of the cost through the ‘Get Qualified’ scheme.**
Due to the modular structure of the course, you may also opt to take individual modules as stand-alone. The entry requirements still apply.***
*Prices are applicable to students who reside in Malta at the time of applying.
Learning Outcomes
Competences:
At the end of the module/unit the learner will have acquired the responsibility and autonomy to:
- Work closely with own team to achieve a leading, driven and successful sales team.
- Implement effective training programmes to enhance and build own sales team.
- Be responsible to deal with the constant pressures that a sales face and provide continuous team motivation.
- Carry out qualitative and quantitative market research to determine and implement necessary changes.
- Apply recruitment strategies and selection procedures to build own sales team.
- Create a job description according to the traits and characteristics required for own sales team.
Knowledge:
At the end of the module/unit the learner will have been exposed to the following:
- The role of the Sales Manager.
- Selling Methodologies, Tools and Techniques.
- Research Methodologies and Market Analysis and Orientation.
- Sales Planning Process and Methods.
- Recruitment Strategies and Selection Procedures.
- Traits and Characteristics of an effective Sales Team – Job Description.
- Leading Vs Managing own team.
- Staff Evaluation Techniques.
- Monitoring of Sales Team.
- Team Building.
- Training Process.
- Motivational Theories and Reward Tactics.
Skills:
At the end of the module/unit the learner will have acquired the following skills:
- Use reward tactics to motivate employees working within own sales team.
- Create training programmes according to identified skills gap in team.
- Carry out team building activities to promote team work.
Judgment Skills and Critical Abilities:
The learner will be able to:
- Identify the traits and characteristics required for own leading sales team.
- Observe the market to identify changes in pattern or target audience.
- Evaluate own team to identify any negative patterns and take corrective measures.
- Determine training needs of sales team by analysing own team.
- Identify individual employees strength and weaknesses using staff evaluation techniques.
- Analyse own leadership skills to determine areas of improvement.
- Establish own methodology according to team characteristics.
- Compare and contrast between leading and managing own sales team.
- Analyse sales activity to plan accordingly for the success of own organisation.
Module-Specific Communication Skills:
The learner will be able to:
- Communicate effectively with team members to explain the role of the sales manager and the way an effective sales manager makes a leading successful sales team
Module-Specific Digital Skills and Competences:
The learner will be able to:
- Navigate through the online learning platform to benefit from assignments, discussion boards, literature, tutorials etc.