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Parent Programme
Bachelor of Business (Honours) in International Business
MODULE NFQ
Level 8
MODULE CREDIT UNITS
ECTS: 5
MODULE TITLE
Global Sales Management
Reference Code: BB8 808
STAGE
Award
Spring Semester 2
12 Weeks Full-Time X 2.5 Hours per week
12 Weeks Part-Time X 1.5 Hours per week

Module Units

Types of Selling

The indicative syllabus of this module is outlined in the module units below;

Development and role of selling within Marketing

  • Customer categories:
  • B2B
  • B2C
  • Sales platforms: FMCG markets/Semi-Durable/Durable.
  • Role of Technology within selling.
  • Multinational Sales Structures
  • Selling as a career- key competencies and skills.

External & Internal Analysis

External Analysis

  • The Macro Environment.
  • PESTEL analysis/EFE.
  • Life cycle analysis.
  • Five Forces.
  • Strategic Group Maps.
  • Rivalry analysis.

Internal Analysis

  • Strategic Capability.
  • Internal analysis.
  • SWOT analysis.
  • Value Chain analysis.
  • Benchmarking.
  • Competitive Strength Assessment.

Sales Management as a career

  • Characteristics of sales management.
  • key competencies and skills.
  • Conceptual, interpersonal, technical skills.
  • Role of strategy within sales management.

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.

Key Account Management:

  • Profitability focus.
  • Relationship development.
  • Partnership concept.
  • Sustainability.
  • Tasks, competencies and skills.

Global Account Management.

Minimum Intended Learning Outcomes (MIMLOs)

Upon successful completion of this module, the learner should be able to:
LO 1
Evaluate the characteristics of modern selling and the different selling platforms.
LO 2
Assess the changing role and impact of technology within modern selling.
LO 3
Analyse the various sales methods employed by multinational organisations
LO 4
Invest critique the various political, economic and socio-cultural factors affecting multinational selling

Assessment

MIMLOs
Assessment
Percentage
LO1, LO2
CA
40%
LO3, LO4
Project
60%

Aims & Objectives

The Global Sales Management module provides the learner with a critical understanding of the commercialisation of organisational and specifically marketing strategies, within the context of multinational organisations.  It also provides the learner with the ability to apply the learning outcomes in a work based scenario.

This module also incorporates the interrelated factors affecting selling and sales management including: the role of technology, e-business, corporate social responsibility, business ethics/compliance and competition/anti-trust law, strategic and marketing management.

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