Programme Overview
The qualification is designed to provide learners with the fundamental knowledge and skills in the field of sales management, including ethical approaches to sales management, methods of structuring and motivating sales teams, in addition to understanding and applying sales management frameworks. The qualification comprises three units and 6 NQF Credits, and. it is delivered in both Arabic and English languages.
The programme is intended to demystify sales management and give an appreciation of its integrated nature in its various aspects. The importance of motivational leadership is stressed together with the needs for efficient and effective management, supervision, coaching, mentoring, training and development. There are emphases on taking a strategic approach to sales management, on having the right people, having the right processes, making the right communications, having the right technology, and on managing overall performance. The programme is designed to enable participants to develop knowledge and competencies and apply skills relevant to the essential themes that run through the courses – i.e. theories, models, frameworks and principles; strategies, processes, techniques and tools; technological and other trends; contextualisation; continuous improvement; and personal development.
The ADRI model – approach-deployment-results-improvement – is featured and new versus traditional approaches are critiqued. Ethical and legal issues are addressed. The participants, upon completion, will have developed a toolbox of evidence of learning of essential aspects of sales management, in the interests of employability, whether in a current job or in a future role. They will understand the role of a sales manager in a company whether in a small business, such as a start-up, or a large, established company. Sales has always been an essential part of business plans. However, the rules have changed. Innovations like ‘freemium’ models and social networking are changing the status quo and forcing managers to consider new ways to structure and motivate sales teams. There is critical need for a programme to reflect these changes and to contextualize them to Bahrain as well as the wider world.
Programme at a Glance
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Total Qualification Time (TQT): 60 hours NQF level: Level 6 NQF Credits: 6 Credits |
Programme Intended Learning Outcomes
At the end of this course, participants will be able to:
1.Demonstrate detailed knowledge and understanding of the main theories, models, facts and misconceptions relating to sales management. .
2.Demonstrate essential knowledge and understanding of efficient and effective sales management processes, techniques and tools. .
3.Use information relevant to sales management in a variety of situations..
4.Critique given sales management scenarios involving communications among key players.
5.Provide detailed evidence of how responsibility for the sales-related work of others is undertaken through essential managerial functions.
Comprising Units
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Sales Leadership, Management and Supervision
2 credits
Sales Management Strategies
2 credits
Sales Performance Management
2 credits