(SALM) / Sales Management 1 (SAM101) - imm
Page 1 of 3
Tutorial Letter: Semester One 2013 Sales Management (SALM) / Sales Management 1 (SAM101) Integrating the learner guide, prescribed textbook and recommended reading Dear Student This tutorial letter is compiled to provide some clarity regarding the interrelationship between the learner guide, the prescribed textbook, recommended reading and how one should approach these resources throughout the Sales Management / Sales Management 1 module. Please ensure you make use of the learner guide as the first point of reference to understand the integration of all the resources to be covered in this module. The learner guide stipulates the important parts that should be covered from the prescribed textbook. With regards to the recommended reading, due to the fact that it is not a prescribed textbook, the learner guide provides a comprehensive summary that should be adequate to prepare for assessments (assignments and exams). Keep in mind that making reference to the recommended reading itself is sure to provide you with a more solid understanding of the subject matter. In summary, even though the recommended reading is referred to quite often in the first half of the units covered, the information in your learner guide will be sufficient to understand the concepts outlined. However should you wish to gain a deeper understanding for extension purposes, you can consult the recommended reading for further application. When referring to your learner guide, note that the first half of the module (Unit 1 – 9) rely on the recommended reading: Relationship Selling (Johnson & Marshall), whereas the second half of the module (Unit 10 – 18) rely on the prescribed textbook: Sales Management (Connet, Abratt & Cant). Below is a detailed breakdown of what should be covered in the semester with reference to the different textbooks and chapters to give you a clearer understanding of how the study units have been formulated.
The IMM GSM Team
© IMM Graduate School of Marketing Integrating the learner guide
SALM/SAM101
Page 2 of 3
Summary of Curriculum Unit 1 - 9
Johnston & Marshall (Chapters 1 - 9) Conett, Abratt & Cant (Chapters 1 - 3)
Unit 10 – 18 Conett, Abratt & Cant (Chapters 4 – 12)
Detailed description of Curriculum UNIT
TEXTBOOK USED
1
Johnston & Marshall Conett, Abratt & Cant
1 1
Conett, Abratt & Cant Johnston & Marshall
2 2
Conett, Abratt & Cant
1
Conett, Abratt & Cant Conett, Abratt & Cant
2 10
Johnston & Marshall
3
Conett, Abratt & Cant
1
Conett, Abratt & Cant Johnston & Marshall
2 4
Conett, Abratt & Cant
1
Conett, Abratt & Cant Johnston & Marshall
2 5
Conett, Abratt & Cant Johnston & Marshall Conett, Abratt & Cant Johnston & Marshall Conett, Abratt & Cant Johnston & Marshall Conett, Abratt & Cant Johnston & Marshall
3 6 3 7 3 8 3 9
Conett, Abratt & Cant
2
2
PART 1: WHAT IS RELATIONSHIP SELLING/SALES MANAGEMENT
3
4
5 PART 2: ELEMENTS OF RELATIONSHIP SELLING & THE PERSONAL SELLING PROCESS
6 7 8 9
RELEVANT CHAPTERS Introduction to relationship selling Sales Management in the 21st Century The personal selling function Using information to understand sellers & buyers Sales Management in the 21st Century The personal selling function The crucial role of information in sales management Value Creation in Buyer-Seller Relationships Sales Management in the 21st Century The personal selling function Ethical and legal issues in relationship selling Sales Management in the 21st Century The personal selling function Prospecting and sales call planning The personal selling process Communicating the sales message The personal selling process Negotiating for win-win solutions The personal selling process Closing the sale & follow up The personal selling process Self-Management: Time & Territory The personal selling function
© IMM Graduate School of Marketing Integrating the learner guide
SALM/SAM101
Page 3 of 3
PART 3: SALES MANAGEMENT/ RELATIONSHIPSELLING PLANNING, ACTIVITIES & PROCESS
UNIT 10 11
TEXTBOOK USED Conett, Abratt & Cant Conett, Abratt & Cant
12 13
Conett, Abratt & Cant Conett, Abratt & Cant
14
Conett, Abratt & Cant
15
Conett, Abratt & Cant
16
Conett, Abratt & Cant
17
Conett, Abratt & Cant
18
Conett, Abratt & Cant
RELEVANT CHAPTERS 4 Sales Management Planning 5 Forecasting market demand, sales forecasting & sales budgeting 6 Organising the sales effort 7 Recruiting and selecting sales people 8 Training sales people for Sales success 9 Salesperson compensation & incentives 12 Evaluation and control of the sales programme 11 Leading & motivating the sales force 10 The crucial role of information in sales man
© IMM Graduate School of Marketing Integrating the learner guide
SALM/SAM101
Tutorial Letter: Semester One 2013 Sales Management (SALM) / Sales Management 1 (SAM101) Integrating the learner guide, prescribed textbook and recommended reading Dear Student This tutorial letter is compiled to provide some clarity regarding the interrelationship between the learner guide, the prescribed textbook, recommended reading and how one should approach these resources throughout the Sales Management / Sales Management 1 module. Please ensure you make use of the learner guide as the first point of reference to understand the integration of all the resources to be covered in this module. The learner guide stipulates the important parts that should be covered from the prescribed textbook. With regards to the recommended reading, due to the fact that it is not a prescribed textbook, the learner guide provides a comprehensive summary that should be adequate to prepare for assessments (assignments and exams). Keep in mind that making reference to the recommended reading itself is sure to provide you with a more solid understanding of the subject matter. In summary, even though the recommended reading is referred to quite often in the first half of the units covered, the information in your learner guide will be sufficient to understand the concepts outlined. However should you wish to gain a deeper understanding for extension purposes, you can consult the recommended reading for further application. When referring to your learner guide, note that the first half of the module (Unit 1 – 9) rely on the recommended reading: Relationship Selling (Johnson & Marshall), whereas the second half of the module (Unit 10 – 18) rely on the prescribed textbook: Sales Management (Connet, Abratt & Cant). Below is a detailed breakdown of what should be covered in the semester with reference to the different textbooks and chapters to give you a clearer understanding of how the study units have been formulated.
The IMM GSM Team
© IMM Graduate School of Marketing Integrating the learner guide
SALM/SAM101
Page 2 of 3
Summary of Curriculum Unit 1 - 9
Johnston & Marshall (Chapters 1 - 9) Conett, Abratt & Cant (Chapters 1 - 3)
Unit 10 – 18 Conett, Abratt & Cant (Chapters 4 – 12)
Detailed description of Curriculum UNIT
TEXTBOOK USED
1
Johnston & Marshall Conett, Abratt & Cant
1 1
Conett, Abratt & Cant Johnston & Marshall
2 2
Conett, Abratt & Cant
1
Conett, Abratt & Cant Conett, Abratt & Cant
2 10
Johnston & Marshall
3
Conett, Abratt & Cant
1
Conett, Abratt & Cant Johnston & Marshall
2 4
Conett, Abratt & Cant
1
Conett, Abratt & Cant Johnston & Marshall
2 5
Conett, Abratt & Cant Johnston & Marshall Conett, Abratt & Cant Johnston & Marshall Conett, Abratt & Cant Johnston & Marshall Conett, Abratt & Cant Johnston & Marshall
3 6 3 7 3 8 3 9
Conett, Abratt & Cant
2
2
PART 1: WHAT IS RELATIONSHIP SELLING/SALES MANAGEMENT
3
4
5 PART 2: ELEMENTS OF RELATIONSHIP SELLING & THE PERSONAL SELLING PROCESS
6 7 8 9
RELEVANT CHAPTERS Introduction to relationship selling Sales Management in the 21st Century The personal selling function Using information to understand sellers & buyers Sales Management in the 21st Century The personal selling function The crucial role of information in sales management Value Creation in Buyer-Seller Relationships Sales Management in the 21st Century The personal selling function Ethical and legal issues in relationship selling Sales Management in the 21st Century The personal selling function Prospecting and sales call planning The personal selling process Communicating the sales message The personal selling process Negotiating for win-win solutions The personal selling process Closing the sale & follow up The personal selling process Self-Management: Time & Territory The personal selling function
© IMM Graduate School of Marketing Integrating the learner guide
SALM/SAM101
Page 3 of 3
PART 3: SALES MANAGEMENT/ RELATIONSHIPSELLING PLANNING, ACTIVITIES & PROCESS
UNIT 10 11
TEXTBOOK USED Conett, Abratt & Cant Conett, Abratt & Cant
12 13
Conett, Abratt & Cant Conett, Abratt & Cant
14
Conett, Abratt & Cant
15
Conett, Abratt & Cant
16
Conett, Abratt & Cant
17
Conett, Abratt & Cant
18
Conett, Abratt & Cant
RELEVANT CHAPTERS 4 Sales Management Planning 5 Forecasting market demand, sales forecasting & sales budgeting 6 Organising the sales effort 7 Recruiting and selecting sales people 8 Training sales people for Sales success 9 Salesperson compensation & incentives 12 Evaluation and control of the sales programme 11 Leading & motivating the sales force 10 The crucial role of information in sales man
© IMM Graduate School of Marketing Integrating the learner guide
SALM/SAM101
