Module Details
| Module Code: |
MRKT9011 |
| Title: |
International Business Dev.
|
|
Long Title:
|
International Business Dev.
|
| NFQ Level: |
Expert |
| Valid From: |
Semester 1 - 2017/18 ( September 2017 ) |
| Field of Study: |
3420 - Marketing & Advertising
|
| Module Description: |
This module is designed to provide students with the concepts, frameworks and skills of selling in multiple markets and the management of a salesforce in an international market. Concepts such as lead generation, key account management and territory design are explored while practical sales-related skills are developed.
|
| Learning Outcomes |
| On successful completion of this module the learner will be able to: |
| # |
Learning Outcome Description |
| LO1 |
Critically explore the application of the sales process in business to business and business to consumer markets in international markets. |
| LO2 |
Critically analyze and evaluate appropriate sales techniques in multiple markets. |
| LO3 |
Apply systematic and creative approaches to the design of the salesforce and territory design across culturally diverse sales forces. |
| LO4 |
Design key account management programmes for account managers. |
| LO5 |
Appraise and evaluate best practice approaches to lead generation and customer tracking |
| Dependencies |
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
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Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
|
| No incompatible modules listed |
Co-requisite Modules
|
| No Co-requisite modules listed |
Requirements
This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.
|
| No requirements listed |
| Indicative Content |
|
International Selling
Introduction to the selling process, principles of effective selling, the international selling process, foreign market entry, organizing and managing the international selling effort, cultural and other issues affecting international selling and sales management.
|
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Salesforce Analytics
Customer relationship management, customer tracking, lead generation, social networking with customers
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Salesforce Planning, Organisation and Design
Salesforce planning, types of salesforce organisation, measures of sales organisation effectiveness, salesforce size, outsourced sales force
|
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Key Account Management
Designing and implementing a key account management strategy, stages of a key account management relationship, benefits and pitfalls of key account management.
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Sales Organisation Performance and Evaluation
Evaluating sales success, elements of sales organisation success.
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Module Content & Assessment
|
| Assessment Breakdown | % |
|---|
| Coursework | 100.00% |
Assessments
| No End of Module Formal Examination |
| Reassessment Requirement |
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
|
The University reserves the right to alter the nature and timings of assessment
Module Workload
| Workload: Full Time |
| Workload Type |
Contact Type |
Workload Description |
Frequency |
Average Weekly Learner Workload |
Hours |
| Lecture |
Contact |
Class Based Instruction |
Every Week |
3.00 |
3 |
| Lab |
Contact |
Lab Based Instruction |
Every Week |
1.00 |
1 |
| Independent Learning |
Non Contact |
Self Directed Study |
Every Week |
4.00 |
4 |
| Total Hours |
8.00 |
| Total Weekly Learner Workload |
8.00 |
| Total Weekly Contact Hours |
4.00 |
| Workload: Part Time |
| Workload Type |
Contact Type |
Workload Description |
Frequency |
Average Weekly Learner Workload |
Hours |
| Lecture |
Contact |
Class Based Instruction |
Every Week |
3.00 |
3 |
| Lab |
Contact |
Lab Based Instruction |
Every Week |
1.00 |
1 |
| Independent Learning |
Non Contact |
Self Directed Study |
Every Week |
4.00 |
4 |
| Total Hours |
8.00 |
| Total Weekly Learner Workload |
8.00 |
| Total Weekly Contact Hours |
4.00 |
|
Module Resources
|
| Recommended Book Resources |
|---|
-
David Jobber and Geoff Lancaster. (2014), Selling and Sales Management., 9th. Pearson Education, [ISBN: 978-0273762652].
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Bird, T. and Cassell, J.. (2013), Brilliant Selling, What the Best Salespeople Know, Do and Say, 2nd. Pearson Education.
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Manning, Gerald L., Reece, Barry L., Aherne Michael. (2014), Selling Today, Pearson Education, [ISBN: 978-0133543384].
| | Supplementary Book Resources |
|---|
-
Hans Eibe Sorensen,. (2012), Business Development: A Market-Oriented Perspective, [ISBN: 978-0470683668].
| | Recommended Article/Paper Resources |
|---|
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Journal of Global Business Technology.
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International Journal of Sales Retailing
and Marketing.
| | Other Resources |
|---|
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Website: The Sales Institute of Ireland, http://www.salesinstitute.ie.
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Website: The Marketing Institute of
Ireland, http://www.mii.ie.
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