Integrating practical strategies and theories

As well as considering the subject from a strategic perspective, the course provides a thorough and up-to-date overview of the accumulated theory and research evidence relevant to sales force management.
 
Topics covered
 
  • 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.

Sample our online resources

Here’s a little look at the support you can expect

Course taster

Get a feel for the course before you make that all-important purchase.

This pdf is a short version of the full course text. It gives you the contents page and the first module...

Download the course pdf

Try our student portal site

This is where you organise your studies; where you book exams, order courses and generally keep on top of things.

The username and password are: demo

Go to the student portal

Join the conversation

Vist our open Facebook group

Our students have lots to say about studying, the Edinburgh Business School experience and life in general.
Drop-in to see what they’re saying...

Join our Facebook group

Course development

This course is available for purchase from now and until 31 July 2021, and examinations are offered until June 2023.

If you’re thinking about starting today you’ll study our Sales Force Management course, as outlined here.

If you’re looking to begin studying from 2020, you’ll be able to choose a new version of the course, redeveloped for study through our new virtual learning environment. 

Both courses are equivalent and transferrable, so your choice today won’t affect your award.

Why change? We’re in the process of moving to a new learning platform which will give you more interactive learning opportunities and newly designed courses.

'Visualise This'

We have a library of informative visual material to guide you through critical concepts. Here’s just one of them.

The full library is available through your Student Portal.