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 easily fit in studying with work and other commitments.

This course is designed for sales professionals and account managers with some work experience, sales professionals with a vocational qualification, or graduates from other disciplines transitioning into sales roles. This is an open programme which is also suitable for in-company delivery. This course can lead on to the Postgraduate Diploma and MA.

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.

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 PgCert Sales Management programme is delivered in two 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 assessments. 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:

Solution Selling:

• communications and relationship-building
• understanding the customer’s business and purchasing strategy
• designing convincing proposals
• ethics
• negotiating for mutual value
• negotiating with colleagues to deliver customer needs

Strategic Account Management:

• aligning account strategy with business strategy
• strategic analysis for account plans
• value mapping
• strategy formulation
• risk management
• financial planning for key accounts

These units enable you to explore robust theory and the latest best practice. They have an academic focus that requires an analytical and rigorous approach to literature and application.

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 work-based projects on topics of specific interest to you or your employer.

Career prospects

This degree will:

• prepare you for senior roles in sales and account management
• develop your understanding of the role and value of sales and account management within a strategic context in a variety of sectors
• 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 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 account team 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 postgraduate study in sales management has 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 and regulations.
• 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 PgCert 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