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The International Telematic University Uninettuno

mba distance learning

Global MBA (Sales Management)

Next intake:
  • February 2016
  • Minimum:18 months
  • Maximum: 3 years
  • £8500
  • For information about our instalment plans or applying for a partial bursary please fill in the enquiry form on the right

The Global MBA (Sales Management) equips managers with vital skills in sales and customer relationship management, strategic management, operations, finance and marketing, and helps to foster successful careers in medium or senior level management positions. This postgraduate programme was developed by InterActive in partnership with London School of Business & Finance (LSBF). The online delivery and flexible programme structure mean that you can study from any location worldwide at a pace that won’t interfere with your existing professional commitments.

The programme will train you to design, develop and manage a customer and sales-focused business, setting you apart from your contemporaries. You will develop your sales planning and forecasting skills while learning to manage sales processes and teams. You will also learn effective CRM strategies, developing an excellent working knowledge of customer acquisitions and retention approaches in B2B and B2C markets.

Gain more information on learning outcomes read more

The programme will enable you to:

  • Develop advanced CRM skills and use CRM software to design and manage a customer-focused business
  • Design, develop and manage a sales process, team or organisation at a middle or senior-level position
  • Interpret, develop and implement marketing strategies in the current and future international business environment
  • Acquire and develop relevant skills that will enable you to maximise corporate value while reducing corporate risks
  • Understand how an organisation can achieve a competitive advantage through its operations, supply chain design and use of ICT
  • Formulate and improve corporate management strategy
  • Assess the interpersonal and leadership skills you need to excel as a middle or senior level manager

Take advantage of this comprehensive programme to gain valuable knowledge and a postgraduate degree. Ready yourself for the move into senior positions without sacrificing your current professional and personal commitments.

The Global MBA (Sales Management) will introduce you to core business disciplines such as strategic management, operations, marketing and finance, as well as strategic sales management and customer relationship management. You will greatly improve your knowledge and skills in these key business areas while gaining the practical skills to build and manage a customer driven business in a global environment.

The next intake for this programme is February 2016. During your studies, you will be using online tools and resources provided to you via InterActive. Successfully completing your study commitments will then allow you to graduate with a postgraduate degree.

To successfully register, make sure you meet the entry requirements and are able to submit all the documents mentioned in the ‘entry requirements’ section.

After completing the enrolment process you will gain access to the InterActive platform and its array of learning tools. Each module will be delivered via:

  • Case studies contained in HD-quality video lectures with lecture notes
  • Quick knowledge tests on key concepts and theories
  • Revision kit for your reference at the end of the module or programme
  • Self-assessed mock assignments to improve your report writing and approach to specific types of questions
  • Online resources to aid your research for assignments and the dissertation

The programme consists of two parts - core and elective/specialist modules, as well as the Integrative Research and Consultancy Project. You will begin your studies with one core module at a time. After completing 4 core modules, you will study 2 elective/specialist modules (please refer to the ‘syllabus’ section for more information). After completing the core and elective/specialist modules, you will move on to the Integrative Research and Consultancy Project which can be completed in 20 weeks with a number of formative assessments throughout. A senior member of the academic staff will act as your supervisor and provide guidance throughout the project.

Upon successful completion of this programme you will be awarded with a Global MBA degree certificate validated by the International Telematic University UNINETTUNO.

Please note: unless otherwise specified, certain course materials such as books are not included within the fee. Before registering, please review the description and contact us with any further questions.

The programme contains 4 core modules, 2 specialist modules and a final module. You may study up to 2 modules at the same time. Once you pass all the core and elective modules below, you will proceed with your dissertation and the Integrative Research and Consultancy Project. This last stage will take you about 20 weeks to complete, during which time you will benefit from support from an assigned senior academic team member.

Global Postgraduate Certificate in Business Administration read more
Marketing and Business Environment

Learning outcomes

You will gain the ability to:

  • Critically evaluate and analyse the principles of marketing
  • Summarise and critically assess the key factors affecting business performance in international markets
  • Critically analyse and appraise the impact of emerging issues on international marketing activities
  • Analyse and combine elements of the marketing mix, and the role each element plays in achieving marketing objectives
  • Evaluate the response of an organisation to global external forces

Topics covered

  • Marketing Philosophy and Strategy I: Marketing and the Job of the Marketing Manager
  • Marketing Philosophy and Strategy II: A Strategic Marketing Framework
  • Analysis for Marketing Decisions I: Marketing Research and Analysing Consumer Behaviour
  • Marketing Decision Making I: New Product Development
  • Marketing Decision Making II: Product Decisions
  • Marketing Decision Making III: Pricing and Sales Promotion
  • Marketing Decision Making IV: Communications and Advertising Strategy
  • Marketing Decision Making V: Channels of Distribution (Direct Channels of Distribution: Personal Selling and Direct Marketing)
  • Marketing Decision Making VI: Customer Relationship Management
Accounting and Managerial Finance

Learning outcomes

You will gain the ability to:

  • Summarise key principles, trends and tools in accounting and corporate finance
  • Demonstrate effective approaches to the analysis of corporate finance structure and analysis of corporate financial statements using tools and techniques that are applicable
  • Assess the practical application of models and theories to decisions on corporate financing
  • Critically evaluate the economic benefits of various types of financing
  • Use internal and external financial information to appraise business performance

Topics covered

  • Introduction to financial statements I: Balance sheet and income statement
  • Introduction to financial statements II: Statement of movement in equity and cash flow statement
  • Introduction to financial statements III: Notes to the accounts and analysing financial statements
  • Financial management I: Investment decision; Traditional methods of investment appraisal
  • Financial management II: Investment decision; Discounted cash flow methods of investment appraisal
  • Financial management III: Financing decision; capital structure theories
  • Financial management IV: Financing decision; sources of finance
  • Financial management V: Financing decision; cost of capital
  • Financial management VI: Managerial; decision working capital and risk management
Systems and Operations Management

Learning outcomes

You will gain the ability to:

  • Critically appraise how operations and information systems contribute to an organisation’s competitiveness and strategic direction
  • Evaluate the ‘competitive advantage Vs. necessary cost’ debate
  • Combine and evaluate complex IT related issues
  • Establish and implement effective operational decisions, with particular reference to change management
  • Describe and critically assess organisations from systems, information and business process perspectives.

Topics covered

  • Operations management I: Operations context and strategy
  • Operations management II: Operational functions in the provision of goods and services; Planning and control issues
  • Operations management III: Design of products, services and processes; Production Management: Plant and facilities management
  • Operations management IV: Processes: design, control and change management; Improvements in operations through quality; Understanding the nature of change and problems of implementation and control
  • Operations management V: Constraint Management
  • Operations management VI: Supply Chain Management
  • Organisations, Management, and the Networked Enterprise I: Information Systems in Global Business Today and Global E-Business and Collaboration
  • Organisations, Management, and the Networked Enterprise II: Information Systems, Organisations, and Strategy and Ethical and Social Issues in Information Systems
  • Key System Applications for the Digital Age I: Achieving Operational Excellence and Customer Intimacy: Enterprise Applications
  • Key System Applications for the Digital Age II: E-Commerce: Digital Markets, Digital Goods, Managing Knowledge and Enhancing Decision Making
Strategic Management and Leadership

Learning outcomes

You will gain the ability to:

  • Evaluate the most relevant strategic management tools, techniques and concepts
  • Analyse strategic planning processes
  • Understand the decision-making process within complex organisations and environments
  • Apply and appraise the strategic approaches within various types of organisations
  • Assess current leadership innovations and developments and offer alternative responses related to strategy

Topics covered

  • Introduction to classic concepts of the strategic planning process
  • Corporate mission, vision value, and goal
  • Business Economics: the macroeconomic environment and microeconomic choices
  • Competitive strategies – cost-led and differentiated strategies
  • Organisational resources, cultures and competencies
  • Strategic development options and portfolio models
  • Stakeholder analysis
  • Evaluating strategies and matching them to organisational capabilities
  • The relationship between business ethics and business strategy
  • Contemporary issues in strategic management
  • Competitive advantage through innovation
  • Strategic analysis of internal and external environment
  • Contemporary issues in strategic business management
  • Critical evaluation of strategic planning process
  • Ethics and strategic planning
  • Differentiating between management and leadership
  • Models of leadership
Global Postgraduate Diploma in Business Administration read more
Customer Relationship Management

Learning outcomes

You will gain the ability to:

  • Critically assess the main approaches to customer relationship management
  • Identify and critically evaluate effective CRM strategies, tools and development approaches for Customer acquisition and retention in both B2B and B2C scenarios
  • Evaluate the relationship between effective tools and software’s and their management and the performance of a customer driven enterprise
  • Assess the current CRM best practices in a global organisation and identify and critically appraise suggestions for improvement of these practices
  • Analyse current developments in CRM and evaluate their potential impact on the customer acquisition and retention strategies of a chosen organisation

Topics covered

  • Evolution of Relationships with Customers and the Thinking behind Customer Relationships
  • A Model for managing customer relationship I: Customer Relationships: Basic Building Blocks of IDIC and Trust and identifying Customers
  • A Model for managing customer relationship II: Differentiating Customers: Some Customers Are worth More than Others
  • A Model for managing customer relationship III: Differentiating Customers by Their Needs and Interacting with Customers: Customer Collaboration Strategy
  • A Model for managing customer relationship IV: Customer Insight, Dialogue, and Social Media and Privacy and Customer Feedback
  • A Model for managing customer relationship V: The Payoff of IDIC: Using Mass Customization to Build Learning Relationships
  • Measuring and managing to build customer value I: Optimizing around the Customer: Measuring the Success of Customer-Based Initiatives
  • Measuring and managing to build customer value II: Using Customer Analytics to Build the Success of the Customer-Strategy Enterprise
  • Measuring and managing to build customer value II: Organizing and Managing the Profitable Customer-Strategy Enterprise: Part 1
  • Measuring and managing to build customer value III: Organizing and Managing the Profitable Customer-Strategy Enterprise: Part 2
Strategic Sales Management

Learning outcomes

You will gain the ability to:

  • Identify the main approaches to strategic sales management
  • Assess the global sales environment and critically evaluate its impact on sales strategy formulation for a given global organisation
  • Evaluate the current strategic sales management practices in an organisation and identify and appraise suggestions for improvement of these practices
  • Construct and apply models for sales strategy implementation
  • Synthesise and critically evaluate a strategic sales analysis and plan for a global organisation

Topics covered

  • Strategic Planning and Sales Leadership I: Introduction to Sales Management and The Sales Function and Multi-Sales Channels
  • Strategic Planning and Sales Leadership II: Leadership and the Sales Executive Ethics, the Law, and Sales Leadership
  • Analysing Customers and Markets I: Business-to-Business (B2B) Sales and Customer Relationship Management
  • Analysing Customers and Markets II: Leveraging Information Technologies
  • Designing and Developing the Sales Force I: Designing and Organizing the Sales Force and Recruiting and Selecting the Right Salespeople
  • Designing and Developing the Sales Force II: Training and Developing the Sales Force
  • Sales Process Management I: Supervising, Managing, and Leading Salespeople Individually and in Teams
  • Sales Process Management II: Setting Goals and Managing the Sales Force’s Performance and Motivating and Rewarding Salespeople
  • Measurement, Analysis, and Knowledge Management I: Turning Customer Information into Knowledge and Assessing the Performance of the Sales Force and the People Who Comprise It
  • Measurement, Analysis, and Knowledge Management II:
  • Internal and External Cultural Forces That Affect a Firm’s Sale Performance
Global Master’s in Business Administration read more
Integrative Research and Consultancy Project

Learning outcomes

At the end of the module you should be able to:

  1. Formulate a research proposal and design this into a workable research plan
  2. Design and manage a business critical independent applied research in their chosen discipline and present their findings, to a professionally acceptable standard
  3. Critically evaluate and analyse their findings, reporting on their conclusions in clear and acceptable standard in the form of an engagement report
  4. Synthesize theory in a practical context to evidence knowledge, understanding and transferrable skills with regards to the taught components of their studies

Topics covered

  • The nature of business and management research/consultancy
  • Formulating and clarifying the research/consultancy topic
  • The practice of management consulting
  • Negotiating a scope of work; developing a research proposal
  • Consulting as a profession; business research methods and practice
  • Formulating the research design and negotiating access and research ethics
  • Understanding research philosophies and approaches
  • Critically reviewing the literature
  • Applicable models for consulting and research
  • Selecting samples and using secondary data
  • Collecting primary data through observation
  • Collecting primary data using semi-structured, in-depth and group interviews
  • Collecting primary data using questionnaires
  • Analysing quantitative data and qualitative data
  • Writing and presenting your project report

Please note: you can only graduate with one award (the highest level achieved), and it will only be issued once you have formally completed your studies.

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Learn anywhere, anytime with our flexible online programme structure

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Achieve your postgraduate degree in only 18 months

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