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Course content

Why take this course?

The University of Portsmouth Business School is delighted to announce the availability of 50% tuition MA Sales Management Scholarship for self-funding candidates entering the part-time MA Sales Management course in September 2015.

This course aims to make you aware of contemporary sales and account management issues such as integration with marketing, global account management and working with channels, enabling you to have a greater comprehension on the interaction of these functions.

The topics covered enable you to explore robust theory and the latest best practice, with a focus on their practical application within your own workplace.

What will I experience?

On this course you can:

Benefit from our wide links with companies and organisations willing to provide opportunities for invited guest speakers and live case studies
Make an effective contribution to your workplace, as well as improve your career prospects
Tap in to our Library’s vast selection of electronic resources, which can be accessed from anywhere with an internet connection

What opportunities might it lead to?

This course aims to enhance your career prospects and prepare you for senior roles in account and sales management.

Our courses are mentored by our Visiting Professor, Neil Rackham, known globally for his latest thinking on sales performance. Portsmouth is recognised as a “Top University Sales programme” by the global University Sales Education Foundation.

The Institute of Sales and Marketing Management (ISMM) is the UK professional membership body for sales and marketing management, representing the interests of the sales profession, and providing vocationally related qualifications which are regulated by the government’s regulatory body for education, Ofqual.

At this time, Portsmouth Business School is an ISMM Recognised Centre, for levels 2-6 (level 6 is highest).

Module Details

This part-time, work-based course allows you to fit studying easily with work and other commitments. It is also suitable for in-company delivery.

Teaching is delivered in one mid-week teaching block from Tuesday to Friday, after which there will be a period of self-study so that you can do research and prepare your research proposal and dissertation.

The learning element of the course focuses on research management and research methods. This will prepare you to complete a dissertation, but will also cover the nature of knowledge, the evaluation of information and managing a research project. It involves numerical and word-based analysis techniques.

The supported self-study element of this award is a 13,000-word dissertation on a sales management topic, which you may opt to produce alongside an in-company change project, such as auditing a strategic account management programme, sales employee retention programme, improving sales forecasting, or redesigning trade retail outlets.

The dissertation focuses on the collection, analysis and interpretation of both academic and commercial information. It is designed to provide you with an opportunity to apply research techniques for the planning, implementation and presentation of your dissertation. It enables you to demonstrate mastery of a sales management topic by examining both theory and application using primary and secondary data sources.

Programme Assessment

During this final stage of the programme, teaching is delivered solely through lectures and syndicate discussions. We will encourage you to explore your own life and work experiences in order to provide a context for your final self-study dissertation. This approach to learning and development brings real and often immediate benefits to you and your employer.

Assessment is through a research proposal and dissertation on an agreed topic of specific interest to you or your employer.

Student Destinations

This course provides you with the ability to reach senior and board level roles by consolidating your work-based experience and equipping you with the skills and knowledge required in today’s increasingly complex business environment.

You will gain a broad understanding of the role and value of account management and sales management within a strategic context in a variety of sectors. The course also helps to develop your critical appraisal skills so you can critique and identify management tools and techniques that are compatible with your employer's requirements. Primarily however, you will build the techniques to be a motivational leader and become adept at creating and implementing strategic plans in order to meet business targets and achieve results.

Visit the MA Sales Management page on the University of Portsmouth website for more details!

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