Online MSc in Marketing and Sales Management: Syllabus and Structure
The relationship between marketing and sales is strong. Organisations that can ensure a strong integration between their marketing and sales efforts are able to succeed. Individuals who excel in both areas are always in demand.The MSc in Marketing and Sales Management programme consists of 4 core Marketing modules and 2 specialisation modules: Strategic Sales Management and Key Account Management
Online MSc in Marketing and Sales Management Programme Structure:
Key Account Management
| MSC Degree |
Diploma in Marketing |
Certificate in Marketing |
| Modules |
Modules |
Modules |
| Strategic Planning |
Strategic Planning |
Strategic Planning |
| Consumer Behaviour |
Consumer Behaviour |
Consumer Behaviour |
| Marketing Management |
Marketing Management |
Consumer Behaviour |
| Integrated Marketing Communications |
Integrated Marketing Communications |
Integrated Marketing Communications |
| Sales Management |
Sales Management |
|
| Key Account Management |
Key Account Management |
|
| Capstone Module |
|
|
| Research Methods |
|
|
| Dissertation |
|
|
Specialisation Module 1: Strategic Sales Management
In this module studientswill look at the development of the sales function as influenced by: growing competition, market-saturation and up-scaling. Students will critique the relationship between sales objectives, business objectives and the strategic choices that every business has to make. Different sales and sales management techniques will be scrutinised further.
Learning outcomes:
- The nature of strategic sales management
- The importance of the customer management process
- The nature, diversity and challenges of sales force management
- Models for sales strategy implementation
- To think strategically about the sales function and customer management
Specialisation Module 2: Key Account Management
This module is dedicated to equip students with the necessary management skills for effective and efficient key account and sales management, aiming to maximise customer satisfaction and profitability of the company.
Learning outcomes:
- Understand the nature of key account management and its competitive context
- Identify sales and strategic customer management decision areas
- Analyse success factors in account management policy implementation in companies
- To think strategically about specific key accounts of the company, and how an account plan can be implemented and executed successfully
- Debate and appreciate interpretations and applications of academic theory and practice relating to the high tech economy
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