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Parent Programme
Bachelor of Business (Honours) in International Business
NFQ Level & Reference
Level 8 / Ref: M4.8
Duration
12 Weeks Full-Time X 2.5 Hours per week
12 Weeks Part-Time X 1.5 Hours per week
MODULE TITLE
Global Sales Management
STAGE
Award
MODULE CREDIT UNITS
5 ECTS

Global Sales Management Module

Introduction to Global Sales

The Global Sales Management module provides learners with a critical understanding of the commercialisation of organisational and marketing strategies within multinational contexts. It equips learners with the skills to apply this knowledge in practical, work-based scenarios. It include embedding interdisciplinary connections affecting sales management, such as technology, e-business, social media/AI selling, corporate social responsibility, business ethics, legal compliance, consumer law, competition law, and strategic marketing management.

Indicative Syllabus

Types of Selling

  • Principles of Selling
  • Consultative Process

Development and role of selling within Marketing (The Marketing Concept)

  • Customer categories
  • Selling channels
  • Product/Service categories
  • Price positioning 

Role of Technology within selling 

Multinational Sales Structures 

Selling as a career-

  • Key competencies and skills
  • Consultancy process
  • Relationship management
  • Ethics/law/sustainability

Sales Management as a career

  • Characteristics of sales management; talent acquisition, management, coaching
  • Key competencies and skills
  • Conceptual, interpersonal, technical skills
  • Forecasting/budgeting management
  • Relationship management
  • Ethics/Law/Sustainability
  • Role of strategy within sales management
  • Industry Expertise/research

Selling Orientations/concepts

  • The Marketing concept
  • Commercialisation of organisational strategy International Selling:
  • Reasons why organisations invest/sell overseas
  • Political, socio-cultural, economic, legal, aesthetics, and risk considerations.
  • Profitability risk assessment
  • Competitor analysis 

Key Account Management

  • Profitability focus
  • Relationship development
  • Partnership concept
  • Ethics/Law/Sustainability
  • Tasks, competencies and skills 

Global Account Management

  • Use of Agencies
  • Distributors
  • Licencing arrangements
  • The cultural dimension

Minimum Intended Learning Outcomes (MIMLOs)

Upon successful completion of this module, the learner should be able to:
MIMLO1
Evaluate the principles of modern selling and understand the various selling methods/platforms utilised by global multinationals.
MIMLO2
Assess the changing role and impact of technology within modern selling including social media and AI implementation; sustainability and circularity in relation to selling goods and services.
MIMLO3
Critique the variable factors related to international expansion, including profitability risk assessment, competitors, product lifecycle, additional reasons for expansion, political, economic and socio-cultural factors.
MIMLO4
Demonstrate an understanding of the evolution of selling through marketing. Evaluate market segmentation, product categorisation, sales channels and price positioning.
MIMLO5
Evaluate the role of sales management and sales professionals within the multinational context.
MIMLO6
Navigate and comprehend key components of company annual reports.

Assessment

MIMLOs
Assessment
Percentage
1, 2, 3, 4, 5
CA & Proctored written Exam
Total 100%

Reassessment Opportunity

Where the combined marks of the assessment and examination do not reach the pass mark the learner will be required to repeat the element of assessment that they failed. Reassessment materials will be published on Moodle after the Examination Board Meeting and will be aligned to the MIMLOs and learners will be capped at 40% unless there are personal mitigating circumstances.

Aims & Objectives

The aims are to enable learners gain a critical understanding of global sales management, focusing on the commercialisation of strategies in multinational organisations. Learn to apply interdisciplinary concepts such as technology, e-business, social media selling, corporate social responsibility, and legal compliance.

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