M31760 Week 1:

Introduction to Sales Management

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U24001 – Week 1 – Introduction to Sales Management

 Week 1 - Overview

• Getting to know each other

• Outline of the module
• Understand the assessment requirements
• Define Sales Management

U24001 – Week 1 – Introduction to Sales Management

 Lecture / Seminar objectives

• Introductions - Students and teaching staff

• What you need to do to be successful on this unit
• Discuss and explore sales management
• Unit Assessment briefing and clarification of expectations

U24001 – Week 1 – Introduction to Sales Management

 How to contact me

• Email :
• jhagantinip@gmail.com

U24001 – Week 1 – Introduction to Sales Management

 About You
• Please introduce yourself to the class including:

– Your name and where you are from

– The course you are studying

– Your degree grade ambition

– Any sales or work experience that you have

– Your ambitions after university

– Why did you choose to study this unit and what do you hope to achieve?
U24001 – Week 1 – Introduction to Sales Management
 Why study Sales Management?

• The sales function is essential to business success

• There is demand in industry for sales graduates

• Sales Management can be a very rewarding career

• Portsmouth Business School is a leading UK

university in providing sales education (SEF,
2018/19) and an approved training centre by ISMM
(Institute of Sales and Marketing Management)

U24001 – Week 1 – Introduction to Sales Management

 The New Salesperson?

TASK
• Watch the video and be prepared
to share the main points raised.

• Compare old and new sales

method
• Feedback on media (how sales
can be influenced by media)

U24001 – Week 1 – Introduction to Sales Management

The New Salesperson

U24001 – Week 1 – Introduction to Sales Management

 The New Salesperson - Video

• What were the key points made?

U24001 – Week 1 – Introduction to Sales Management

 What makes a good sales manager?

TASK
• In groups of 2/3 discuss what you
think makes a good sales manager.

• What sort of skills you think a sales

manager needs to develop?

U24001 – Week 1 – Introduction to Sales Management

 What makes a good sales manager?
• Effective sales managers:
– Prepare their team for constant change by being a role model and mentoring salespeople
– Earn the trust of salespeople by being dependable and competent, and exhibiting integrity
– Give salespeople continuous feedback in a positive manner
– Build enthusiasm throughout the sales team
– Get involved by being accessible to salespeople and visible to customers
– Grow and develop salespeople by emphasizing continuous job improvement and career
development
– (Ingram et al, 2015)

• A good sales manager needs to have the following competencies and skills:
– Coaching skills
– Business acumen
– The ability to identify, select, and recruit the best sales talent
– Performance Management
– Leadership
– (Rosen, 2014)

U24001 – Week 1 – Introduction to Sales Management

 Module Overview

• Module Handbook

• 2 elements to the module assessment:

– Assessment 1 – Application of Module
Learning - Sales Strategy Presentation (60%)

– Assessment 2 – Confirmation of Module

Learning – Individual Submission(40%)

U24001 – Week 1 – Introduction to Sales Management

 What do you need to do to be successful on
this Module?
• Attend every session
• Be on time
• No mobiles phones
• Be curious – additional reading
• Work well as a team – remember a team is only as strong as its
weakest member. As a sales manager you will need to
motivate and inspire others to get the best out of your team
and other department members.

U24001 – Week 1 – Introduction to Sales Management

 Expectations

• Demonstrating professionalism towards the work, being punctual and

showing a willingness to work with others and support colleagues.

• Expressing informed and pertinent opinions and comments about the topic.

• Evaluation and discussion of preparatory reading and exercises

• Listening to other contributions and offering comments and own views.

• Asking relevant questions.

• Presenting examples to illustrate concepts and frameworks discussed in

class.
U24001 – Week 1 – Introduction to Sales Management
Seminar Task

U24001 – Week 1 – Introduction to Sales Management

 Seminar Task – Week 2

• Consider who you would like to team up

with for the group assessment.
– Begin to form your group and works on
answering:

• What qualities do you believe makes an

Sales
effective Leader? Manager
– Write these down in a bullet format and be
prepared to share your thoughts during
week 2 seminar.

U24001 – Week 1 – Introduction to Sales Management