Course overview

There are three separate stages in the postgraduate sales management programme and these are the Postgraduate Certificate (PgCert), Postgraduate Diploma (PgDip) and Master's (MA). You can enter the programme at any stage relevant to your qualifications and experience. Completion of each stage enables you to continue to the next, with or without a break between each stage, but there is no obligation to do so. These part-time, work-based courses allow you to fit in studying easily with work and other commitments.

This course is designed for experienced account managers or sales managers with work experience. This is an open programme which is also suitable for in-company delivery.

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. Portsmouth is the only UK business school listed by the global University Sales Education Foundation.

This degree will enable you to:

• undertake independent research
• access, evaluate, synthesise and present information from a variety of sources
• construct and write reports, coherently evaluating alternatives and drawing logical conclusions and supporting recommendations
• select and apply relevant models to support high quality decision making
• present complex strategic arguments to individuals and groups
• organise and control resources to meet output targets

If you are interested in a full-time course, you may wish to look at MA Marketing, where you could undertake a dissertation on a sales or sales management topic.

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 top-up MA Sales Management 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 MA Sales Management top-up is 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 many students 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 topic will be agreed between the student, sponsoring company (if applicable) and the student’s dissertation tutor.

Teaching and assessment

The teaching methods employed include lectures and syndicate discussions. A tutor is allocated per student to provide guidance throughout the dissertation self-study.

Assessment is through a research proposal and dissertation.

Career prospects

This degree will:

• prepare you for senior roles in account management and sales management
• 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

Graduates report that the MA Sales Management enabled them to:

• develop their analytical and creative thinking skills
• advance their education and qualifications for personal and career development
• differentiate themselves when applying for senior 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: Portsmouth Business School
Tel: +44 (0)23 9284 8200
Email: pbs.postgradadmissions@port.ac.uk