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.

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.