Program Overview

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Why this course

Graduates from many disciplines often start their career in a sales path, which many continue to pursue. The majority of these sales roles lack any formal education in the management of the sales effort and the necessary set of values that a formal educational background establishes.

These sales representatives are more prone to adopt the aggressive selling style many companies adopt to meet their sales objectives, usually at the expense of building good relations with the customer base and generating mutual value and benefits. This lack of a strong customer orientation within the sales team often has an adverse impact on the company’s long-term performance.

Simultaneously, the sales profession is being impacted by the rise of digitisation – e-commerce and data analysis is increasingly demanded of the sales workforce. The volume of data now available can give insights into markets that only 10 years ago would have seemed impossible. However, the amount of data available can prove overwhelming so an understanding of the difference between useful and superfluous data and the tools to apply it are now a necessity for sales professionals.

Today’s sales professional increasingly needs to be a hybrid of a customer-oriented executive, big data expert and digital channel guru. To future proof the sales function – and by extension the ability to get goods and services to market – requires the development of a new set of knowledge skills and behaviours.

In response, Strathclyde Business School, in partnership with the Hellenic Institute of Sales in Greece, has designed a specialised masters degree with a digital focus and a stakeholder-centric nature to enhance management knowledge and leadership capabilities of sales professional roles.

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Aims of the MSc Sales & Marketing

We aim to:

provide a broader and holistic understanding of the (salesperson) role within the organisation

equip the graduates with the set of skills salespeople require today, before they can meet the challenges associated with a career in sales to the mutual benefit of both the individual and the employer

enhance the employability and career prospects of the graduates from the course

Meeting the aim and objectives of the proposed course aligns perfectly with the University’s positioning as the place of “useful learning”. Sales is a key role for almost every company because of the direct impact on revenue; improving sales skills has a significant effect on salespeople's performance.

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What you'll study

The MSc Sales & Marketing will build on your existing knowledge and experience of the sales function in organisations. The programme will further develop you as an ethical and effective leader so that you can make a positive contribution to your organisation’s achievement of strategic goals.

This transformation cannot be achieved by being passive and simply relying on what you have learned in the classroom. To maximise the impact of degree, you have to:

actively engage with the programme

be committed and read widely

reflect on the material you are presented with and challenge yourself to think in a way that will meet the expectations of a wide range of stakeholders

It's an important phase in your life and offers the opportunity to have thought leadership inputs and to be in a place where you have space and time to learn, build and reflect on your existing experience and further develop yourself and your career. We expect that you will make the most of these studies and use the resources of the University to benefit both you and your organisation.

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Triple-accredited business school

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