The world's most flexible MBA programme
This is your MBA. Not ours. That means you start when you like and finish when you like. You can study from home or on campus. At EBS, our courses are designed to fit round you.
One of the world's largest MBA programmes
Edinburgh Business School is one of the world's pre-eminent business schools. We have more than 10,900 active students. More than 15,500 alumni. And partners across seven continents.
One of the world's most innovative business schools
Our rigorous courses can be studied in any order. You take exams when you're ready. At Edinburgh Business School, we take a different view. Come and see for yourself.
Some of the most talented students – and teachers – in the business world
We have students from more than 40% of Fortune 500 companies. Our courses are written by prize-winning business authors. For more than 20 years, our programmes have challenged, inspired – and rewarded.
Sales Force Management
An integrated approach to sales management has a direct effect on sales performance. As well as providing a thorough and up-to-date overview of the relevant theory and research evidence, this elective considers sales force management from a strategic perspective. Practical actions which sales managers can take to direct, influence and control sales staff are examined together with implementation issues such as sales force recruitment and selection, sales training, motivation and reward. Two more key aspects are evaluation and control of sales programmes.
- Development and role of selling in marketing.
- Sales strategies.
- Consumer and organisational buyer behaviour.
- Sales responsibilities and preparation.
- Personal selling skills.
- Key account management.
- Relationship selling.
- Direct marketing.
- Internet and IT applications.
- Sales settings.
- International selling.
- Law and ethical issues.
- Recruitment and selection.
- Motivation and training.
- Organisation and compensation.
- Sales forecasting and budgeting.
- Sales force evaluation.