Unit code: R/615/4712 : Management of Salesforce

Delivery Guidance

A range of learning and teaching methods can be employed including lectures, directed readings, case studies, group discussions. Learners must be proactive in reading the following journal/book throughout the week and sharing their thoughts and summaries with the class and the tutor.

CRM Success stories at: http://www.salesforce.com/showcase/stories/wsj.jsp

Learning Outcomes and Assessment Criteria

Learning Outcomes:To achieve this unit a learner must:	Assessment Criteria: Assessment of these outcomes demonstrates the learner can:
1. Be able to identify the important of customer relationship management	1.1 Identify the benefits of managing excellent customer relations 1.2 Evaluate different working practices and methods to maintain customer relationship within the organisation 1.3 Identify the use of the technological forces improve sales force management practices
2. Be able to critically evaluate the salesperson performance and motivation in local and global market	2.1 Identify the personal characteristics on salesperson motivation 2.2 Critically analyse the components of salesperson performance model e.g. behaviour, role perceptions, and satisfaction 2.3 Critically identify the cultural forces affecting the performance of salespeople2.4 Critically evaluate criteria of selecting the best salesperson to target international market
3. Be able to use sales planning and forecasting in order to meet sales target	3.1 Identify salesforce strategies to plan and implement salesforce tasks 3.2 Identify how to deal with an internal and external environment in salesforce planning 3.3 Use financial and non-financial information to assess the scope of resource requirements 3.4 Evaluate the impact of sales forecasting on sales targets 3.5 Plan the use of resources to meet sales target