IB571A: STRATEGIC MARKETING AND SALES (2018-2019)

This module investigates how companies operating across a range of sectors identify and prioritise opportunities in the marketplace through the delivery of compelling value propositions.

This module will focus on five main themes:

• Research and Understanding Customers
• Segmenting, Targeting and Positions Markets
• Developing and Establishing Sales Relationships
• Routes to Market and the Sales Pipeline
• Implementation and Control

Information on contact teaching time is available from the course guide.

More Information about Week Numbers

• Just like industry, we don’t run our programmes around exams – in fact there are no exams, just intensive real-world learning that helps you gain relevant knowledge, quickly and effectively.
• All assessments are done by a portfolio of work-based assignments.
• We’re talking about powerful knowledge that will stay with you and make you more marketable within industry long after you’ve completed the MBA.

Each of the first 9 (15 credit) modules has two assessments, each worth 50%. 

- The first assessment looks at putting theory into practice and provides you with the opportunity to explore how the knowledge you have gained from the programme can assist you develop your understanding and appreciation of a business scenario. This may be a work-based challenge you have encountered, or a challenge faced by another organisation. The key to completing this assignment will be to critically review how the theories and frameworks, introduced in the course, help you interpret and analyse a business scenario. 

- The second assessment requires you to complete a piece of 'reflective practice’ in which you will be required to identify your own key learning points from the module, how they help you in your own professional context and what you will do next to develop your own skills, knowledge and competence in this area. Over the course of programme these reflective assignments will assist you with the development of your continuing professional development portfolio. In many cases, you will be able to use this as evidence for supporting professional accreditation. 

There are no assessments for this course.