Course overview

MA Sales Management is designed for account managers and sales managers with several years work experience, and sales people with a vocational Diploma. As the pioneer Master's programme for sales managers in Europe, this course has acquired a national and international reputation that will enable ambitious sales managers to differentiate themselves and advance their careers. Portsmouth is the only UK business school listed by the global University Sales Education Foundation. The programme is demanding, which brings enjoyment as well as challenges to motivated self-starters.

This programme has been developed and evolved in consultation with alumni, employers, sales trainers and professional institutes. It represents the latest best practice. Our teaching staff have extensive experience in industry and of teaching work-based learners. The programme is mentored by our Visiting Professor, Neil Rackham, known globally for his latest thinking on sales performance.

This degree will:

• prepare you for senior roles in account management and sales management
• develop your understanding of the role and value of sales management within a strategic context in a variety of sectors
• make you aware of contemporary sales management issues such as integration with marketing, global account management and transformational sales leadership, enabling you to advise on their effects
• develop your critical appraisal skills so you can critique and identify management tools and techniques that are compatible with your employer's requirements, as well as those of other stakeholders, e.g. key accounts
• help you understand the key challenges in achieving results through your salespeople and equip you with ideas and techniques to motivate and lead them
• enable you to create strategic plans and have an awareness of the challenges of implementation

As this is a 'top-up' degree, designed for experienced account managers and sales managers, all applicants are required to submit a portfolio (log book) demonstrating senior level learning which will account for 90 credits of the 180 credits of this master's programme. Support is provided during this process. After completion of a successful portfolio and registration, credits are earned through assessments for taught units (some of which are work-based projects) and via a supervised self-study project involving original research (dissertation).

For students whose first language is not English, you will require IELTS 6.5, TOEFL 600 or equivalent.

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Find out more

For further information, please contact our Admissions Team (details above). We also hold regular postgraduate and part-time open evenings at which you can see our facilities, enjoy a guest lecture and meet the academics and current students over drinks and canapés. Applicants will be interested to know that each year Portsmouth Business School offers a number of scholarships for self-funding students.

Course content

The taught part of the MA Sales Management programme is delivered in four weekend blocks during a five month period, after which there will be a period of self-study so that you can research and prepare your dissertation. We recognise the need to develop a strategic perspective and the units have therefore been designed to extend your knowledge through an understanding of strategy, marketing, human resource management and related topics.

You will study the following units:

Strategic Sales Management

This unit enables you to explore robust theory and the latest best practice. It has an academic focus that requires an analytical and rigorous approach to the related literature. Topics include:

• the strategic role of sales management in shareholder value
• integrating marketing and sales
• customer portfolio management
• key account management
• global/local approaches
• team selling
• technology-supported selling
• corporate governance in sales

Leading People

This unit explores the concepts of leadership, motivation and performance management, with specific application to sales. Topics include:

• managing performance
• leadership and management
• culture, climate and commitment
• job satisfaction, motivation and performance
• high-performing teams and managing change

Research Management

This unit will help you prepare to undertake primary and secondary research, enabling you to complete your dissertation.

Dissertation

This major piece of self-study requires you to research, analyse and draw conclusions about a sales management or account management-related issue within your organisation. The dissertation will be a maximum of 13,000 words in length.

On all the units of study you are required to demonstrate an ability to understand, analyse and evaluate relevant theories, concepts and approaches, as well as consider applications of them.

Teaching and assessment

The teaching methods employed include lectures, case studies, newsletters, syndicate discussions, videos, guest speakers, workshops and article reviews. In addition, you should be prepared to study on your own initiative and importance is placed on the application of acquired knowledge in specific practical situations. We will encourage you to explore your own life and work experiences in order to provide a context for applying course material. As students come from a number of different organisations, and many have jobs that involve substantial European and international travel, this also provides significant opportunities to reflect upon learning points and acquire a different perspective.

Assessment is through a combination of in-class tests, work-based projects and your dissertation, which will be on a sales management topic of specific interest to you or your employer.

Career prospects

This degree will:

• prepare you for senior roles in account management and sales management
• develop your understanding of the role and value of sales management within a strategic context in a variety of sectors
• make you aware of contemporary sales management issues and enable you to advise on their effects
• develop your critical appraisal skills so you can critique and identify management tools and techniques that are compatible with your employer's requirement, as well as those of other stakeholders, e.g. key accounts
• help you understand the key challenges in achieving results through your salespeople and equip you with ideas and techniques to motivate and lead them
• enable you to create strategic plans and have an awareness of the challenges of implementation

Graduates report that the MA Sales Management enabled them to:

• develop their analytical and creative thinking skills in preparation for senior management responsibilities
• advance their education and qualifications for personal and career development
• differentiate themselves when applying for senior sales management positions

Facilities and features

• An extensive and friendly induction programme will introduce you to the University, its learning resources and your programme.
• Each student has a Personal Tutor, responsible for pastoral support and guidance.
• Access to Student Services.
• Excellent library facilities. You will have 24 hour internet access to leading databases bringing you a wealth of data and information, including academic and practitioner publications.
• Student programme and unit handbooks provide information about the programme structure, regulations etc.
• Written feedback is provided for all coursework assessments.
• Academically qualified and enthusiastic staff with relevant experience including research, consultancy and links with industry.
• Wide links with companies and organisations willing to provide opportunities for invited speakers and live case studies.
• Access to learning support facilities.

Entry requirements

The entry requirements for MA Sales Management are shown above, for more detailed information please contact:

Department: Human Resource and Marketing Management (HRMM)
Tel: +44 (0)23 9284 8200
Email: pbs.postgradadmissions@port.ac.uk