Diploma in Selling & Sales Management

Overview

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.

Programme 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.

Assessment

To meet the requirements of the Diploma in Selling & Sales Management students will be required to submit a written assignment and an in-class presentation.

Course Content

The Diploma in Selling & Sales Management has the following content:

• Sales Perspective
• Development & Role of Selling in Marketing
• Sales Strategies
• Consumer & Organisational Buyer Behaviour
• Sales Techniques
• Sales Responsibilities & Preparation
• Personal Selling Skills
• Key Account Management
• Relationship Selling
• Direct Marketing
• Internet & IT Applications in Selling & Sales Management
• Sales Settings
• International Selling
• Legal & Ethical Issues Sales Management
• Recruitment & Selection
• Motivation, Leadership & Training
• Organisation & Compensation
• Sales Forecasting & Budgeting
• Sales Force Evaluation

Structure

The programme is delivered using a combination of handouts, multi-media presentations and accessing online content during class. Student participation is considered key to the success of the programem, communication is a key sales skill and students will be encouraged to contribute to and engage in group discussions.

Career Progression Opportunities

On completion of this programme, students will have acquired the selling and sales management skills required to aid them in either starting out or developing their career in sales. The programme will also provide students with an opportunity of connecting the learning points of the programme with their own work environment and the macro economy in which they operate.

Student Profile

Typically, participants on the programme have included existing sales professionals looking to understand the theories behind selling, existing sales professionals determined to move into a more managerial role, interested in the sales management elements of the course, those working in sales related activities (marketing, sales support) looking for a greater understanding of the sales function in order to assist them in their current roles. It also appeals to those not currently working in sales but who have a flair for selling and who believe sales management is a career path they are suited to.

Further Study Options

For students interested in further study at Degree level, DBS offers a range of Level 8 Honours Business Evening Degree programmes.

Fees

The fee for this Diploma is €1,500 this is inclusive of tuition, registration, exam fees and DBS library membership. This fee must be paid in full before the course begins.

Visit Us

Open days are a great way to help you make your decision about your course of interest. The open day will give you the opportunity to receive one on one advice and direction from leading academics in your chosen subject area, meet current students and also have your questions answered on entry requirements, student support and the admissions process. Find out when our next Open Event is taking place. The Admissions Office is located in our Aungier Street campus and you are welcome to visit the college to speak with a member of our admissions team from Monday to Fridays, 8:45am – 5:15pm. Alternatively, you can contact us by email.