Module Database Search
| MODULE DESCRIPTOR | |||
|---|---|---|---|
| Module Title | |||
| Verkaufsmanagement [Personal Selling and Sales Management] | |||
| Reference | BSB303 | Version | 5 |
| Created | January 2019 | SCQF Level | SCQF 9 |
| Approved | July 2019 | SCQF Points | 15 |
| Amended | July 2019 | ECTS Points | 7.5 |
| Aims of Module | |||
|---|---|---|---|
| To raise the students’ awareness of, and critically examine, the nature and relative importance of personal selling and sales management, while emphasising the links between selling and marketing strategy. | |||
| Learning Outcomes for Module | |
|---|---|
| On completion of this module, students are expected to be able to: | |
| 1 | Assess the contribution of selling, distribution, marketing and business planning and business development within the context of the sales mix; |
| 2 | Critically evaluate and understand sales theories and practices; |
| 3 | Demonstrate knowledge and competencies in sales theory and practice through the application of sales case studies |
| Indicative Module Content |
|---|
| The history of personal selling and its links with marketing. Personal selling - types of personal selling, roles and tasks, including the sales process. Sales management, responsibilities and associated tasks. Knowledge of the components required in, and the function of a company sales plan. |
| Module Delivery |
|---|
| This module will be delivered in the 2nd semester. The module is a lecture-based course supplemented by interactive tutorials and directed study, including case studies and group work. |
| Indicative Student Workload | Full Time | Part Time |
|---|---|---|
| Contact Hours | N/A | 31 |
| Non-Contact Hours | N/A | 119 |
| Placement/Work-Based Learning Experience [Notional] Hours | N/A | N/A |
| TOTAL | N/A | 150 |
| Actual Placement hours for professional, statutory or regulatory body |
| ASSESSMENT PLAN | |||||
|---|---|---|---|---|---|
| If a major/minor model is used and box is ticked, % weightings below are indicative only. | |||||
| Component 1 | |||||
| Type: | Coursework | Weighting: | 100% | Outcomes Assessed: | 1, 2, 3 |
| Description: | A portfolio coursework made up of three individual activities. | ||||
| MODULE PERFORMANCE DESCRIPTOR | |
|---|---|
| Explanatory Text | |
| The module is assessed by one component: C1 - Coursework - 100% weighting. Module Pass Mark = Grade D (40%) | |
| Module Grade | Minimum Requirements to achieve Module Grade: |
| A | 70% or above |
| B | 60% - 69% |
| C | 50% - 59% |
| D | 40% - 49% |
| E | 35% - 39% |
| F | 0% - 34% |
| NS | Non-submission of work by published deadline or non-attendance for examination |
| Module Requirements | |
|---|---|
| Prerequisites for Module | None. |
| Corequisites for module | None. |
| Precluded Modules | None. |
| INDICATIVE BIBLIOGRAPHY | |
|---|---|
| 1 | Heinemann, Gerrit (2021) Der neue Online-Handel. Geschaeftsmodell und Kanalexzellenz im Digital Commerce. Wiesbaden: Springer Fachmedien, 12. Auflage. |
| 2 | Schallmo, Daniel (2017) Digitale Transformation von Geschaeftsmodellen. Wiesbaden: Springer Fachmedien. |
| 3 | Marketing Review St. Gallen (Acticles on Moodle) |