1.
U24001 – Week 1 – Introduction to Sales Management
M31760 Week 1:
Introduction to Sales Management
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2.
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

3.
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

4.
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?

5.
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)

6.
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)

7.
U24001 – Week 1 – Introduction to Sales Management
The New Salesperson

8.
U24001 – Week 1 – Introduction to Sales Management
The New Salesperson - Video
• What were the key points made?

9.
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?

10.
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)

11.
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%)

12.
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.

13.
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.

14.
U24001 – Week 1 – Introduction to Sales Management
Seminar Task

15.
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
effective Leader?
– Write these down in a bullet format and be
prepared to share your thoughts during
week 2 seminar.