Course Brief

This unit introduces students to the discipline of sales management for the 21st century. Changing dynamics between buyers and sellers, driven by the fast-paced evolution of e-commerce and globalisation, has led organisations to review and adapt their sales management approach in response to a customer driven culture.

This unit gives a comprehensive overview of sales management and equips students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment.

  • This course is offered in 50 contact hours.

Upon successful completion of this unit, learners will be able to:

  • Demonstrate an understanding of the principles of sales management.
  • Evaluate the relative merits of how sales structures are organised, and recognise the importance of ’selling through others’.
  • Analyse and apply principles of successful selling.
  • Demonstrate an understanding of the finance of selling