Apply contemporary sales and account management techniques to your workplace
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 recognised as a “Top University Sales programme” by the global University Sales Education Foundation.
The Institute of Sales and Marketing Management (ISMM) is the UK professional membership body for sales and marketing management, representing the interests of the sales profession, and providing vocationally related qualifications which are regulated by the government’s regulatory body for education, Ofqual.
At this time, Portsmouth Business School is an ISMM Recognised Centre, for levels 2-6 (level 6 is highest).
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
- 1 year part time
- 2017 entry requirements
- Five years' experience as a sales manager or account manager. A portfolio of evidence equivalent to a postgraduate diploma is required, and must be confirmed by the University of Portsmouth Recognition of Prior Learning procedure. English language proficiency at a minimum of IELTS band 6.5 with no component score below 6.0.
UK/EU/Channel Islands and Isle of Man students
2017/18 entry: part time: £2,630
This course is not eligible for Government Postgraduate Loan
2017/18 entry: part time: £4,200
+44 (0) 23 9284 2991
- Marketing and Sales
- Programme specification
- Accreditations & Endorsements
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 mid-week teaching block from Tuesday to Friday, 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.
The dissertation focuses on the collection, analysis and interpretation of both academic and commercial information. It is designed to provide you with an opportunity to apply research techniques for the planning, implementation and presentation of your dissertation. It enables you to demonstrate mastery of a sales management topic by examining both theory and application using primary and secondary data sources.
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
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 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.
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.
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.
Budgeting for your studies
There may be extra costs arising from your studies which you will need to consider when planning your expenditure.
Some are common costs to all courses of study. These may include the cost of study texts, reference books, photocopying and computer supplies. Others relate to specific courses and may include field trips, materials and specialist equipment.
Careers & Opportunities
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.
One of the benefits of studying at Portsmouth is the support that we provide to our Master's and Research Degree students in career planning. Our careers and recruitment service 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.
Benefits of Postgraduate Study
Regardless of whether you are seeking to build on your studies, further your career or pursue a career change, a postgraduate qualification adds to your achievement record.
- Postgraduate study may greatly improve your chances of getting that first break.
- Many graduate employers prefer the higher intellectual rigour displayed in postgraduate students.
- Recruiters for roles requiring specialist knowledge or research particularly target those with higher level qualifications.
- Postgraduate study shows you can take the challenge of in-depth study; acquiring transferable skills in team working and problem solving techniques.
- If you have a passion for a particular subject, postgraduate study can also be something undertaken as part of your own development at an appropriate time in your life.
Online application form
Apply direct using our online form
Your application will be received by the University's Admissions Team before being transferred to individual departments for consideration and processing.
Postgraduate Information Days
Our Postgraduate Information Days for 2017 entry have now finished. If you would like to meet or speak with a member of staff about any courses you are interested in, please email email@example.com and we will arrange this for you.
We will confirm the dates of events related to 2018 entry soon. Visit the link below to get a reminder when booking opens.
Portsmouth Business School open events
Find out about this course, meet lecturers and get advice on funding your studies at our events for postgraduates and part-time undergraduates.
- Wednesday 21 June 2017, 5pm - 7pm
- Tuesday 5 September 2017, 5pm - 7pm
Other opportunities to visit
Download our free walking tour PDF for a self-guided tour of the University. You can visit Monday to Friday between 8.30am and 4pm.
We have an open-door policy so you will be able to take a look in our buildings, speak to some of our support services and get a feel for the campus.
If you are unable to visit us, contact the admissions team – see the 'Key Facts' section above for contact details.
Staff from our international Office regularly attend overseas exhibitions. To find out more about these and our visits to your region see our International Office exhibitions page.
Fees and Funding
Find out more about fees and funding available to you at Portsmouth.