Submitted by GraphicMint on Mon, 05/21/2018 - 11:37
Module Title
Global Sales Management
Module Credits
5
Module Semester
1
Module Status
Mandatory

Description

Provides the learner with a critical understanding of the commercialisation of organisational and specifically marketing strategies, within the context of multinational organisations.

Indicative Module Content

  • Characteristics of Modern Selling and Development and Role of Selling
  • Types of Selling and Success Factors for Professional Salespeople
  • Development and Role of Selling within Marketing
  • Role of Technology in Selling
  • Multinational Sales Structures
  • Sales Management and Selling as a Career- Key Competencies and Skills
  • International Selling and Selling Orientations / Concepts
  • Key Account Management and Global Account Management
  • The Law and Related Issues
Module Assessment
Type
Continuous
Percentage
40%
Type
Project
Percentage
60%