Module Details

Module Code: MRKT9027
Title: Global Business Development
Long Title: Global Business Development
NFQ Level: Expert
Valid From: Semester 1 - 2022/23 ( September 2022 )
Duration: 1 Semester
Credits: 5
Field of Study: 3420 - Marketing & Advertising
Module Delivered in: 2 programme(s)
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 Design business account management programmes for account managers.
LO4 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).
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.
Salesforce Analytics
Customer relationship management, customer tracking, lead generation, social networking with customers
Account Management
Designing and implementing an account management strategy, stages of an account management relationship.
Sales Organisation Performance and Evaluation
Evaluating sales success, elements of sales organisation success.
Module Content & Assessment
Assessment Breakdown%
Coursework100.00%

Assessments

Coursework
Assessment Type Written Report % of Total Mark 50
Timing Week 6 Learning Outcomes 1,3,4
Assessment Description
Students will be required to produce a report on account management.
Assessment Type Written Report % of Total Mark 50
Timing Week 13 Learning Outcomes 1,2,4
Assessment Description
Students will be required to produce a report on developing a business in an international market.
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 2.50 2.5
Independent & Directed Learning (Non-contact) Non Contact Self Directed Study Every Week 4.50 4.5
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 2.50
Workload: Part Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Class Based Instruction Every Week 2.00 2
Independent & Directed Learning (Non-contact) Non Contact Self Directed Study Every Week 5.00 5
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 2.00
 
Module Resources
Recommended Book Resources
  • David Jobber and Geoff Lancaster. (2019), Selling and Sales Management, 11th. Pearson, [ISBN: 9781292205021].
  • Jeb Blount. (2020), The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock YES and Seal the Deal, John Wiley & Sons, Incorporated, London, [ISBN: 9781119540519].
  • Laurent Houlier and John Blaskey. (2020), Exporting : Key Considerations for International Business Growth, Business Expert Press, New York, [ISBN: 9781952538445].
Supplementary Book Resources
  • Hans Eibe Sorensen. (2012), Business Development: A Market-Oriented Perspective, [ISBN: 9780470683668].
Recommended Article/Paper Resources
  • Journal of Global Business Technology.
  • International Journal of Sales Retailing and Marketing.
Other Resources
 
Module Delivered in
Programme Code Programme Semester Delivery
CR_BIBUS_9 Master of Science in International Business 1 Mandatory
CR_BINBU_9 Postgraduate Diploma in Science in International Business 1 Mandatory