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International Sales Management - MAN00081M

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  • Department: The York Management School
  • Module co-ordinator: Mr. Tim Chapman
  • Credit value: 20 credits
  • Credit level: M
  • Academic year of delivery: 2018-19
    • See module specification for other years: 2019-20

Module summary

This module aims to lead and assist students through the many challenging issues that affect sales organisations

Module will run

Occurrence Teaching cycle
A Spring Term 2018-19

Module aims

• This module aims to lead and assist students through the many challenging issues that affect

sales organisations. Today’s selling environment is complex and global, and managers are

faced to deal with challenges relating to diverse workforces, different environments and sales management issues.

  • The module delivers a multinational and multi-perspective approach.
  • Students will learn about and be able to critically reflect upon the competencies required of by an international sales manager/ leader. These include: - being a relationship builder, effective communicator, expectation setter and a competent negotiator, all promoted through ethical sales leadership.
  • It will enable students to critically reflect upon integrative sales and strategic challenges, managing sales force organisation and the competent use of cutting-edge technology. You will also learn about the important role the sales manager plays of planning and forecasting, recruiting/ selecting, training, coaching and mentoring to their sales force. Students will learn that it is the sales manager’s responsibility to motivate, determine the rewards and take responsibility for the overall performance and evaluation of sales teams.

Module learning outcomes

  • Critically analyse the role of sales managers, the challenges they face managing the sales force and the utilisation of new technologies.
  • Discuss and evaluate on the importance of customer relationship management in the process of selling and the sales environment.
  • Understand selling strategies, sales planning and forecasting in the context of international business.
  • Critically evaluate the relevance of sales force recruitment and selection policies.
  • Critically evaluate sales force training, coaching, motivation and rewards approaches.
  • Evaluate and critique methods of sales organisation performance and evaluation

Module content

The topics include: sales management matters relating to leadership, training, recruitment, compensation, control systems and performance evaluation as well as customer relationship management/ technologies, the integration and coordination of strategies, processes and resources between Sales and other organizational functions, in an international context.


Task Length % of module mark
2500 Word Individual Project Report
N/A 75
Oral presentation/seminar/exam
Individual Presentation
N/A 25

Special assessment rules



Task Length % of module mark
N/A 100

Module feedback

Feedback in line with TYMS policy

Indicative reading

  1. Guenzi, P. and Geiger, S. Sales Management: A Multinational Perspective Palgrave, ISBN 978-
  2. Jobber, D. and Lancaster, G. Selling and Sales Management (Latest edition) Prentice-Hall ISBN 978-0-273-72065-2
  3. Johnston, GW and Marshall, GW (Latest edition) Sales Force Management: Leadership Innovation, Technology, Routledge
  4. Yip, G and Bink, AJM (2007) Managing Global Customers: An Integrated Approach, Oxford University Press

The information on this page is indicative of the module that is currently on offer. The University is constantly exploring ways to enhance and improve its degree programmes and therefore reserves the right to make variations to the content and method of delivery of modules, and to discontinue modules, if such action is reasonably considered to be necessary by the University. Where appropriate, the University will notify and consult with affected students in advance about any changes that are required in line with the University's policy on the Approval of Modifications to Existing Taught Programmes of Study.

Coronavirus (COVID-19): changes to courses

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