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.
Module / Unit Instructions
The proposed structure comprises a blended approach promoting the building of a community of practice via peer-to-peer learning. The structure uses primarily two dimensions of teaching-learning modes:
1. Face-to-face sessions: 18 hours
2. Online Learning Activities: 12 hours
Face to Face sessions
Face-to-face sessions include lectures, tutorials, discussions, presentations and workshop activities promoting peer-to-peer learning.
Online Learning Activities
Online learning activities incorporate tutorials and asynchronous discussions. These may consist of active interaction, participation and contributions in fora discussions, sharing resources and self-reflection exercises.
Learners also contribute to the building of the community of practice by providing feedback to their peers as critical friends, enhancing the learner’s critical engagement throughout the study period.
The tutor provides continual support during both teaching -learning modes by providing information, readings and tasks relevant to the module in question.
The tutor provides continuous formative feedback as an on-going guidance during the student’s learning experience in preparation for their summative assessment.
How you’ll be assessed
Assessment of each module consists of two assignments, each carrying a weighting as below:
a) One Formative assignment carries 20% of total module mark achieved. b) One Summative assignment carries 80% of total module mark achieved.
For successful completion of a study module the student is required to achieve a minimum of 41% pass mark in both the formative and the summative assignment.
The overall grade achieved for each module is calculated as the sum of: · 20% of the mark achieved for formative assignment; and · 80% of the mark achieved for the summative assignment.
All assignment tasks of both formative and summative assessment aim to provide the learner an opportunity to produce evidence of his/her competences aligned to the learning outcomes of each individual Module.
Assessment
a) Formative assessment tasks are provided in the form of structured online discussions that support learners in their development throughout all of the modules studied.
Such discussions are facilitated and monitored by lecturer who provides students with constructive feedback to help them improve and prepare for summative assignment and dissertation.
For successful completion of a study module the student is required to achieve a minimum of 41% pass mark in the formative assignment.
Formative assessment tasks will contribute to the student’s final mark to acknowledge their work and give chance to improve.
This method allows students to also contribute to the building of the community of practice by providing feedback to their peers as critical friends, enhancing the learner’s critical engagement throughout the study period.
b) Summative assessment is done via one assignment at the end of each module. The mode of assessment varies and may include in-class assignments, and home-based written assignments.
The assessment tools for this module are presentations or proposals.
Word count range: 1500 ± 10%
For successful completion of a study module the student is required to achieve a minimum of 41% pass mark in summative assignment.
Module Intake Dates
October 2024
Additional Info
Reading for the entire Bachelor of Science (B.Sc.) in Management as presented in this brochure costs €9,000.*
The cost for the different exit points is as follows:
- Certificate in Business Management : €2,000
- Diploma in Business Management: €4,000
- Higher Diploma in Business Management: €6,000
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.