Diploma in Selling & Sales Management

  • Overview
  • Course Content
  • Structure
  • Career Opportunities
  • Fees
  • Next Steps

Overview

DBS Classroom 
Click here to view provisional Spring 2018 timetable.

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.

Assessment

To be awarded the Diploma in Selling & Sales Management students will be required to
submit a written assignment (100%).

Programme Content

Core Modules

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

Structure

The programme 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 programem, communication is a key sales skill and students will be encouraged to contribute to and engage in group discussions.

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 programme, 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 programme will also provide students with an opportunity of connecting the learning points of the programme 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.

Fees

The fee for this Diploma is €1,500 this is inclusive of tuition, registration, exam fees and DBS library membership. This fee must be paid in full before the course begins.  View all DBS Evening Diploma Fees here.

DBS Diploma students can also avail of a wide range of facilities to assist them in every aspect of their studies, please see below for more details.

DBS Student Facilities

• Online Notes System (DBS Moodle)- is an eLearning system designed to provide you with a range of course material which will enhance and support your learning experience within DBS.
• DBS Library Aungier Street- the Library provides a programme of classes in the areas of Library resources, essay writing skills, avoiding plagiarism and referencing to assist you in your studies. 
• DBS Careers and Appointment Service- which provides a range of services for Diploma students such as career advice and workshops in CV writing and interview skills.
• Subsidised Parking- DBS provides subsidised parking arrangements for students, which provides easy access to all main public transport routes in and out of the city centre.
• Subsidised Student Canteen- Diploma students can avail of the Student Canteen which is open in the evenings and offers a wide variety of choices on its menu.

Next Steps

Visit Us

Open days are a great way to help you make your decision about your course of interest. The open day will give you the opportunity to receive one on one advice and direction from leading academics in your chosen subject area, meet current students and also have your questions answered on entry requirements, student support and the admissions process. Find out when our next Open Event is taking place. The Admissions Office is located in our Aungier Street campus and you are welcome to visit the college to speak with a member of our admissions team from Monday to Fridays, 8:45am – 5:15pm. Alternatively, you can contact us by email.

Categories:
  • Professional Evening Diplomas
  • Part-Time
  • Business & Management
  • Marketing & Event Management

Course overview

COURSE OVERVIEW 2018

Awarding Body: 
Dublin Business School
Schedule: 1 evening per week, 6.15-​9.30pm
Intake: ​September & February
Duration: 1​4 weeks ​Part-time

Contact Us

We are now accepting applications for programmes taking place in 2018. Contact our admissions team for more information

Email: admissions@dbs.ie
Phone: 01 417 7500
Opening times:
Monday to Friday
8:45am to 5:15pm