Selling & Sales Management MK 568
J. E. Cairnes School of
Business & Economics
SELLING & SALES MANAGEMENT (MK 568)
Semester 1, 2009/2010
- Course Outline Sales Management may be described as the engine room of marketing. This
function plans and achieves profitable sales, the top line in profit and loss
accounts and so is critical to business success.
Objective
Lecturer(s)
Times
This course will critically examine the key issues in sales management and
through presentations to, and meetings with, sales managers compare their
sales management practices with theory. In these meetings there also may
be opportunities to get reaction to theories/student research new to the sales
managers.
Name
Office
Ext
E-mail
Prof. Aidan
Daly
Dr. Declan
Fleming
Room 305
Cairnes School
2548
aidan.daly@nuigalway.ie
Day
Time
Venue
Friday
9.0011.00
a.m.
CA002
Lecture
Knowledge Based Outcomes:

Overall
Learning
Outcomes
Skills Based Outcomes;



Format
Programme(s)
Assessment
On completion of this course, you will know what is meant by sales
management and the responsibilities of sales managers.
Using role playing techniques, have practised the skills of selling and be
able to use these skills, e.g. in an interview situation.
Find appropriate sales management literature and critically compare it
with your text.
Cogently and confidently (a) present current theories to practising sales
managers; (b) audit their current sales management practices.
This course comprises a two hour lecture per week across 12 weeks.
MSc Marketing.
The final grade will be calculated as follows:
 Written Examination
50%
 Continuous Assessment 50%
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Selling & Sales Management MK 568
Continuous Assessment: 50%
The exact nature of continuous assessment will be agreed with students but
will emphasise:
 confidently meet and interview practising sales managers;
 knowledgeably present/defend current theories to practising sales
managers;
 develop a selling and sales management audit;
 be comfortable carrying out a relevant literature search;
 have practised the skills of selling and be able to apply them to your
own requirements;
 positively develop your verbal and writing skills.
Written Examination: 50%
All candidates are required to complete a written examination. The exam will
be two hours in duration and candidates will be required to answer three
questions. All questions will carry equal marks. Candidates must pass the
written examination to be awarded marks for assignments/class
participation.
Note: A minimum of 35% is required in the final written examination before
marks for continuous assessment can be included in the determination of
the overall mark for the subject.
Required Reading:
Tanner, John F., Honeycutt, Earl D., & Erffneyer, Robert, C. (2009) Sales
Management, Pearson International Edition, Price €47.
Course
Readings
Cron, William L. & Decarlo, Thomas E. Sales Management, Wiley, 10th Ed.
It is expected that as Masters students, you consult corresponding sections
of other textbooks, e.g.
Manning, Reece & Aherne, Selling Today, McGraw Hill, 11th Edition.
Daly, Aidan & Ward, Jim. How To Sell Successfully.
Reading Schedule:
Students are expected to read all course material assigned in advance of class.
All chapters of the text are required reading. The following material will be addressed in
class.
Date
Discussion / Readings
September 11, 2009 Course Introduction
September 18
Chapters 1 & 2 [Tanner, John F. et al.]
September 25
Chapter 3 [Tanner, John F. et al.]
How To Sell Successfully by Aidan Daly & Jim Ward
October 2
Chapters 5 & 6 [Tanner, John F. et al.]
October 9
Chapters 1, 2 (pgs. 59-74), 6, 7 & 8 [Cron, William L. & Decarlo, Thomas E.].
Team names for first research project.
October 16
Chapters 2 (pgs. 74-86) & 3 [Cron, William L. & Decarlo, Thomas E.].
October 23
Chapters 4 & 5 [Cron, William L. & Decarlo, Thomas E.].
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Selling & Sales Management MK 568
October 30
Chapters 9 & 10 [Cron, William L. & Decarlo, Thomas E.].
Second project topics/groups.
November 6
Chapters 11, 12 & 13 [Cron, William L. & Decarlo, Thomas E.].
November 13
Presentations & Research.
November 20
Presentations & Research.
November 27
Course Review
Combined with the Executive MBA Class:
Visitors
Dr. John Lynch, Executive Chairman, CIE
Michael Horgan, CEO, Royal College of Surgeons
Senator Feargal Quinn, Adjunct Professor of Marketing
Course Material
A course web is available at http://blackboard.nuigalway.ie
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