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Higher Diploma in Business in Sales Management

  • Course Code

    CR_BSMGT_8

  • Field of Study

    Management,Marketing,Business

  • Type of Course:

    Higher Diploma

  • Type of Qualification:

    Higher Diploma

  • Type of Study:

    Part time

  • Application Closing Date:

    20th September 2017

Admission Requirements:

  1. Candidates ideally should hold a Level 8 qualification in any discipline. Participants with such a qualification require 2 years’ experience in a role cognate to sales.
  2. Candidates without a Level 8 qualification must be able to demonstrate sufficient relevant experience. Are you eligible for Recognition of Prior Learning (RPL)? Visit www.cit.ie/rpl
  3. Candidates will be required to undertake an interview at CIT before admission to the course.

Course summary

This part-time one-year Level 8 degree 60 credit programme is aimed at those working in or aspiring to sales management roles that have a foundation of experience in a sales environment. Using innovative delivery teaching approaches the programme is a flexible undertaking for those with busy lifestyles. Incorporating online delivery that is supported by traditional residential classroom delivery, participants will have the opportunity to mix with their peers while also developing their knowledge in their own time. An innovative industry based Applied Project is undertaken which adds real value to the practitioner and their work environment while a flexible Seminar Series provides substantial networking exposure. The programme has a constant practical real-world focus and lecturers will have extensive experience in a sales environment.

Department(s)

Marketing and International Business

All part-time programmes at CIT will run subject to sufficient student numbers. Where a programme cannot proceed, applicants will be contacted and advised on alternative study options.

Students should note that Fees quoted relate to the academic year 2017-2018 only and are subject to change on an annual basis. Except where stated, course fees cover the cost of tuition only.

Course fee must be paid before attending lectures.

An Information/Registration session will take place on Tuesday 5th September from 6.00pm to 8.00pm at the CIT Bishopstown Campus. Institute staff will be in attendance to offer career guidance and assistance.

Course Fee

€3,950

This programme serves two purposes; to enhance the critical thinking abilities, understanding of business and personal development avenues for the candidate, and also contributing value to the organisation of the participant through an injection of new ideas and more strategic thinking. The programme is focused on facilitating the development of the individual and the organisation.

Duration and delivery

Stage 1/Semester 1 (September to December)
5 Saturdays - 9.00am to 6.00pm
12 Wednesdays - 6.30pm to 9.30pm

Stage 1/Semester 2 (January to May)
5 Saturdays - 9.00am to 6.00pm
12 Wednesdays - 6.30pm to 9.30pm

Stage 2/Semester 1 (June to August)
In-work activity with supervision focused on the Applied Project
 

 

 

For detailed module information, please click here

Semester 1

Organisational Sales Strategy
This module aims to impart to the student the importance of understanding how consumers and organisations purchase in order for sales people to successfully develop strategies to positively influence the purchase decision. Leading from this, learners gain an understanding of the wider organisational perspectives on sales strategy and sales management issues.

Effective Sales Techniques
In this module, learners develop an understanding of the role and functions of the salesperson and the key skills needed to be a professional sales person. how to take a strategic and planned approach and how to develop long term consultative relationships with customers..

Semester 2

Sales Seminar Series
This module uses an innovative approach to exploring key concepts relating to sales management and business development from variety of perspectives. Speakers from a range of organisations will present a series of guest lectures on overarching business challenges and students will be tasked with reflecting on integrated problems across many functional areas from a sales perspective. This module may avail of the Sales Institute of Ireland Breakfast seminars which can be attended by CIT students.

Sales and Marketing Finance
This module covers finance from a sales and marketing perspective. Students explore the overarching requirements for effective sales finance management with a grounding in the interpretation of accounts.

The Digital Environment
This module looks at the links between sales and marketing and how marketing can impact on the success of a sales representative particularly within the digital environment. It also enables students to formulate an integrated sales and marketing campaign through the use of digital media. Practical workshops provide students with hands-on experience creating content on social media platforms.

Sales Law and Ethics
This module will introduce students to the legal and ethical issues involved in sales practice and management. Students will explore how to integrate ethical practice to their sales strategies.

International Selling for the Sales Professional
The International Selling module enables students to have an in-depth knowledge of the advanced principles of salesforce organisation, territory design, key account management, salesforce monitoring and control and the international selling process which are vital for the success of a salesforce in an international context. This is a practical exploration of the challenges of developing entry to new international markets.

Salesforce Management
This module will enable students to apply the theory and practice of sales management to effectively manage and control a successful sales force. The move from Sales Representative to Sales Manager is also addressed.

Semester 3

Applied Project for Sales Management
This action research project allows students to investigate an organisational problem with a view to making an intervention and assessing the value of this. The project acts as a means for capturing knowledge, challenges and opportunities in a sales setting and helps to develop skills for dealing with nebulous problems. The project will be centred on the student’s own organisation giving an opportunity for some practical take-aways.

  • Online application is open for course commencing 15th September 2017.
  • Please note that applicants will be required to pay an acceptance fee of €550 online if a place on a course is offered. This fee is deductible from the overall course fee.
  • Please attach and upload any documents such as transcripts, CV, other details relevant to the application.

 

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Dr Pio Fenton, Head, Department of Marketing & International Business
pio.fenton@cit.ie
T: 021 433 5922