Sales Management


Quick Info

  • Currently offered by Alphacrucis: Yes
  • Course code: MKT201
  • Credit points: 10
  • Subject coordinator: Philip Lee


The following courses are prerequisites:

Awards offering Sales Management

This unit is offered as a part of the following awards:

Unit Content


  1.  Describe the role and importance of sales for business organisations;
  2. Demonstrate a theoretical understanding of key theories related to: (a) Making customers; (b) Customer relationship management (CRM);  (c) Legal and ethical considerations in sales;
  3. Demonstrate knowledge of practical sales-skills including: (a) working with CRM systems; (b) communication/ persuasion/ presentation skills; (c) analytical skills for sales planning (customer analysis, competitor analysis; market analysis etc.);
  4. Develop a sales strategy. This should include: Communication plan; Prospective buyer profile; Creating value for the customer; Competitor analysis; Analysis of required resources;analysis of sales channels (incl. on-line); 
  5. Demonstrate  communication, persuasion, presentation and negotiation skills to present and defend a sales proposal;
  6. Demonstrate the skills to negotiate a price with a customer.  

This course may be offered in the following formats

  • Face-to-Face (onsite)
  • Distance/E-Learning (online)
  • Intensive (One week: 7 hours per day for 5 days = 35 class hours + approx 95 hours out of class time for research, writing, exam preparation and execution, ancillary activities associated with completion of assigned tasks.)

Please consult your course prospectus or enquire about how and when this course will be offered next at Alphacrucis University College.

Assessment Methods

  • Online Exams (20%)
  • Sales Strategy (50%)
  • Group Sales Presentation (30%)