12 Week Diploma in Selling & Sales Management

Overview

This course, which is run wholly online, is designed to give either existing salespeople or others looking to break into sales a greater insight into the profession of selling and sales management. The course is delivered by a lecturer with over 15 year’s experience of working in sales and offers students a balance between the theoretical and practical elements of sales, with the emphasis on selling and sales management skills.

Programme Aims and Objectives

Selling is one of those activities where success is based largely on experience. Sales professionals often lack a foundation in elements of the management theories behind selling, and crucially sales management. This course looks to address those gaps and by offering students an appreciation of both the skills based elements of selling and the approaches that successful sales organisations’ employ.

On completion of this online programme students should have acquired the skills to:

• Develop a greater understanding of selling through exploration of the history of selling and its’ professional nature; the variety and complexity of the sales role and the people engaged in sales activities
• Obtain a focus in terms of the uniqueness of selling as an activity with particular emphasis on the topical issue of selling in a recession
• Gain a thorough appreciation of the key elements of successful modern sales management and the approaches used.

Assessment

Assessment for the DBS Online Diploma in Selling & Sales Management students will be conducted through 100% continuous assessment.

DBS Online Diploma students can avail of facilities to assist them in every aspect of their studies, please see below for more details.

DBS Student Facilities

• Online Learning Environment – is an eLearning system designed to provide you with a range of course material, interactive education sessions, and is home to your virtual online classroom which will enhance and support your learning experience within DBS.
• DBS Online Library – The Online Library provides a programme of introductory videos and virtual classroom sessions in the areas of Library resources, essay writing skills, avoiding plagiarism and referencing to assist you in your studies. These will be facilitated through the DBS Online Learning Environment prior to your commencement on the Diploma programme.
• DBS Virtual Community of Learners – You will become part of DBS Online’s Virtual Community of Learners where you can network and share with your fellow online students.

Course Content

The DBS Online Diploma in Selling & Sales Management covers:

• • Sales Perspective
  • Development & Role of Selling in Marketing
  • Sales Strategies
  • Consumer & Organisational Buyer Behaviour
  • Sales Techniques
  • Sales Responsibilities & Preparation
  • Personal Selling Skills
  • Key Account Management
  • Relationship Selling
  • Direct Marketing
  • Internet & IT Applications in Selling & Sales Management
  • Sales Settings
  • International Selling
  • Legal & Ethical Issues Sales Management
  • Recruitment & Selection
  • Motivation, Leadership & Training
  • Organisation & Compensation
  • Sales Forecasting & Budgeting
  • Sales Force Evaluation

Structure

The DBS Online Diploma in Selling & Sales Management will be run wholly online including workshops, tutorials and programme assessment.

Student participation is considered key to the success of the programme, communication is a key sales skill and students will be encouraged to contribute to and engage in group discussions.

Technical Requirements for DBS Online Diploma Programmes

The virtual learning environment that we use to deliver these programmes is centred around two applications – Moodle (a learning management system) and Zoom (an online classroom).

Moodle provides the information about the course, the lecturer and the timetable. You will find materials and activities here, as well as links to the live sessions

Zoom is an online collaboration tool that enables both the lecturer and the students to interact with each other and the materials being presented on the whiteboard

To use Moodle you will need:

• A desktop or laptop PC or Mac, a tablet, iPad or mobile phone
• Any internet browser (Chrome, Firefox, Edge, Internet Explorer, Safari etc.) or either the Apple or Android app for your tablet, iPad or mobile phone
• Materials are normally PDF, Word or PowerPoint documents. If you do not already have apps that can open these files, these can be made freely available to you for the duration of the course

For the live classes in Zoom it is important that you are able to both see and hear the class, and to be able to interact with the other participants. For this you will need to have:

• A microphone
• Speakers
• A webcam

Most modern devices come with all of these built in. If yours does not have all of these (or it is broken) there are a few options you can explore:

• • Use the Zoom app on your mobile phone to attend classes
  • Purchase an external webcam with a built in microphone (these are available from around €15)
  • Purchase a headset with a microphone (also around €15)
  • Use a combination or your PC and phone by dialling in to the Zoom session for the audio (numbers available for most countries)

Career Progression Opportunities

On completion of this online programme, students will have acquired the selling and sales management skills required to aid them in either starting out or developing their career in sales. The programme will also provide students with an opportunity of connecting the learning points of the programme with their own work environment and the macro economy in which they operate.

Student Profile

Typically, participants on the programme have included existing sales professionals looking to understand the theories behind selling, existing sales professionals determined to move into a more managerial role, interested in the sales management elements of the course, those working in sales related activities (marketing, sales support) looking for a greater understanding of the sales function in order to assist them in their current roles. It also appeals to those not currently working in sales but who have a flair for selling and who believe sales management is a career path they are suited to.

Further Study Options

For students interested in further study at Degree level, DBS offers a range of Level 8 Honours Business Evening Degree programmes.

Fees

The fee for this online diploma is €1,500. This is inclusive of tuition, registration and DBS library online membership. This fee must be paid in full before the course begins.

Next Steps

Apply here or contact us by email or phone +353 (1) 4177500