MA
Sales Management
Apply contemporary sales and account management techniques to your workplace
Course Overview
Why take this course?
This course aims to make you aware of contemporary sales and account management issues such as integration with marketing, global account management and working with channels, enabling you to have a greater comprehension on the interaction of these functions.
The topics covered enable you to explore robust theory and the latest best practice, with a focus on their practical application within your own workplace.
What will I experience?
On this course you can:
- Benefit from our wide links with companies and organisations willing to provide opportunities for invited guest speakers and live case studies
- Make an effective contribution to your workplace, as well as improve your career prospects
- Tap in to our Library’s vast selection of electronic resources, which can be accessed from anywhere with an internet connection
What opportunities might it lead to?
This course aims to enhance your career prospects and prepare you for senior roles in account and sales management.
Our courses are mentored by our Visiting Professor, Neil Rackham, known globally for his latest thinking on sales performance. Portsmouth is also the only UK business school listed by the global University Sales Education Foundation.
I was given the opportunity to meet other sales professionals, to share and communicate new ideas and experiences from a wide range of industry sectors.
Matthew Corris, MA Sales Management student
Key Facts
- Duration
- 1 year part time
- Entry
Five years experience as a sales manager or account manager. The submission of a log-book of prior learning and experience is essential.
English language proficiency at a minimum of IELTS band 6.5 with a minimum score of 6.0 in all individual components, or equivalent.- Fees
UK/EU/Channel Islands and Isle of Man part-time students: £2,500
International part-time students: £3,500
*Please note that all fees are subject to annual increase.- Contact
- pbs.postgradadmissions@port.ac.uk
+44 (0)23 9284 8200 - Department
- Portsmouth Business School
Structure & Teaching
This part-time, work-based course allows you to fit studying easily with work and other commitments. It is also suitable for in-company delivery.
Teaching is delivered in one weekend block, after which there will be a period of self-study so that you can do research and prepare your research proposal and dissertation.
The learning element of the course focuses on research management and research methods. This will prepare you to complete a dissertation, but will also cover the nature of knowledge, the evaluation of information and managing a research project. It involves numerical and word-based analysis techniques.
The supported self-study element of this award is a 13,000-word dissertation on a sales management topic, which you may opt to produce alongside an in-company change project, such as auditing a strategic account management programme, sales employee retention programme, improving sales forecasting, or redesigning trade retail outlets.
Teaching and Assessment
During this final stage of the programme, teaching is delivered solely through lectures and syndicate discussions. We will encourage you to explore your own life and work experiences in order to provide a context for your final self-study dissertation. This approach to learning and development brings real and often immediate benefits to you and your employer.
How are you assessed?
Assessment is through a research proposal and dissertation on an agreed topic of specific interest to you or your employer.
Facilities & Features
Flexible Learning
Benefit from web, email or phone access to many of our facilities and services
Support
Tutors are available to support your studies via online tutorials, email and telephone conferencing
Academic Skills Unit (ASK)
Our workshops are designed to improve a number of essential academic skills
University Library
Our library offers a wealth of information including thousands of online ejournals
Flexible Learning
Although you may not be campus based, you will still benefit from web, email or phone access to many of our facilities and services. Our student website, LookUP, will be your one-stop shop for all news, information and links to other services, and 24/7 online access to the University Library’s vast electronic book, journal and database collections will help you find the right resources for your studies.
Support
Due to the work-based nature of this course and the potential pressure of juggling your course alongside work life, we aim to provide you with as much support as possible. There are tutors available to support your studies via online tutorials, email and telephone conferencing. You will also be assigned a personal tutor who will offer support and guidance throughout your studies.
Academic Skills Unit (ASK)
The ASK unit will help you become a successful university student. Our workshops are designed to improve a number of essential academic skills from essay writing and understanding plagiarism to revision and exam techniques. This is a great way to refresh yourself on university study ensuring you perform to your full potential.
University Library
Modern, comfortable and a great learning environment, our library offers a wealth of information including 400,000 books, DVDs, maps and thousands of online ejournals and newspapers. Many electronic resources are available anywhere, 24/7 and our friendly staff are always on hand to help.
Careers & Opportunities
Career prospects
This course provides you with the ability to reach senior and board level roles by consolidating your work-based experience and equipping you with the skills and knowledge required in today’s increasingly complex business environment.
You will gain a broad understanding of the role and value of account management and sales management within a strategic context in a variety of sectors. The course also helps to develop your critical appraisal skills so you can critique and identify management tools and techniques that are compatible with your employer's requirements. Primarily however, you will build the techniques to be a motivational leader and become adept at creating and implementing strategic plans in order to meet business targets and achieve results.
Career planning
One of the benefits of studying at Portsmouth is the support that we provide to our Master's and Research Degrees students in career planning. Our careers and recruitment service – Purple Door – can assist you in career research and finding employment opportunities. Help is also available if you wish to find a part-time job while studying your degree. We offer our postgraduate students and alumni one-to-one appointments with a careers adviser, or an online service for those not able to travel back to the University. Our alumni can call on our career services for five years after graduation.
In addition, regular employability events offer you the chance to meet employers, find out about different career sectors and improve your applications or CV. The Graduate Summer Programme provides a range of guidance and employability seminars and workshops.