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Diploma in Selling & Sales Management
View Spring 2012 timetable here
This course is designed to give either existing salespeople or others looking to break into sales a greater insight into the profession of selling and sales management. The course is delivered by a lecturer with over 15 years experience of working in sales and offers students a balance between the theoretical and practical elements of sales, with the emphasis on selling and sales management skills.
Programme Aims and Objectives Selling is one of those activities where success is based largely on experience. Sales professionals often lack a foundation in elements of the management theories behind selling, and crucially sales management. This course looks to address those gaps and by offering students an appreciation of both the skills based elements of selling and the approaches that successful sales organisations’ employ. On completion of the programme students should have acquired the skills to: - Develop a greater understanding of selling through exploration of the history of selling and its’ professional nature; the variety and complexity of the sales role and the people engaged in sales activities
- Obtain a focus in terms of the uniqueness of selling as an activity with particular emphasis on the topical issue of selling in a recession
- Gain a thorough appreciation of the key elements of successful modern sales management and the approaches used.
Programme Structure The course is delivered using a combination of handouts, multi-media presentations and accessing online content during class. Student participation is considered key to the success of the course, communication is a key sales skill and students will be encouraged to contribute to and engage in group discussions.
Programme Content Sales Perspective - Development & Role of Selling in Marketing
- Sales Strategies
- Consumer & Organisational Buyer Behaviour
Sales Techniques - Sales Responsibilities & Preparation
- Personal Selling Skills
- Key Account Management
- Relationship Selling
- Direct Marketing
- Internet & IT Applications in Selling & Sales Management
Sales Settings - International Selling
- Legal & Ethical Issues
Sales Management
- Recruitment & Selection
- Motivation, Leadership & Training
- Organisation & Compensation
- Sales Forecasting & Budgeting
- Sales Force Evaluation
Assessment To be awarded the Diploma in Selling & Sales Management students will be required to submit a written assignment (100%).
Career Progression Opportunities On completion of this course, students will have acquired the selling and sales management skills required to aid them in either starting out or developing their career in sales. The course will also provide students with an opportunity of connecting the learning points of the course with their own work environment and the macro economy in which they operate. Student Profile Typically, participants on the programme have included existing sales professionals looking to understand the theories behind selling, existing sales professionals determined to move into a more managerial role, interested in the sales management elements of the course, those working in sales related activities (marketing, sales support) looking for a greater understanding of the sales function in order to assist them in their current roles. It also appeals to those not currently working in sales but who have a flair for selling and who believe sales management is a career path they are suited to. Further Study Options For students interested in further study at Degree level, DBS offers a range of Level 8 Honours Business Evening Degree programmes. “After 8 years working in the IT industry I decided I wanted to change career and get into pharmaceutical sales. With no sales experience I searched for an appropriate course and found the Diploma in Selling & Sales Management in DBS. This course was perfect because it was one night per week and no sales experience was necessary. The class was a diverse group of all ages and the lecturer had a broad experience of real life sales scenarios. By the time the course was completed I had a Diploma and got the job I wanted. I’d highly recommend this course to anyone either thinking of getting into sales or sales professionals hoping to improve their skills.”
Paul Kerins
Diploma in Selling & Sales Management
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