MSc Business Management (Sales)

Postgraduate, Full-Time

Explore business management and sales and gain the knowledge and practical skills to advance your career on this postgraduate course.

  • Napier code:

    31514MM

  • Course type:

    Full-Time

  • Duration:

    1 year, or 18 months for January start

  • Award:

    MSc

  • Location:

    Craiglockhart campus

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Course introduction

Whether you’re contemplating a career in business, or currently working and looking to upgrade your qualifications, our MSc Business Management (Sales) will equip you with the practical skills and expertise you need to advance your career.

This dynamic blend of business and sales will provide you with a business education tailored towards employment opportunities in this sector.

Sharing much of its content with MSc Business Management, this course offers you the opportunity to pursue a specialism in sales, opening doors to increased career opportunities at postgraduate level.


Students at Craiglockhart campus

Addressing the essentials of modern business, this course has been designed to develop personal and professional skills of independent thinking, critical analysis and reflective learning.

You’ll gain a sound theoretical grounding in business and management theory with a focus on sales and stimulate an enquiring, analytical approach to several subject areas. This will widen the application of your business management skills to include a range of career routes in sales.

Our course materials are based on real issues faced by contemporary businesses, covering topics ranging from creativity in business to global economics, strategic management and organisational change management.

You’ll learn to creatively address issues such as competition and sustainability and acquire knowledge of the global economic and business environment. You’ll develop leadership and team development skills and an understanding of management and organisational methods. Guest speakers add value to this course, which is updated regularly to reflect current business issues.

This is a full-time course splt up into three trimesters. You can choose to start in either January or September. You’ll learn by a variety of teaching methods including lectures, tutorials and independent study.

Recent graduates, continuing students, management practitioners, business professionals, international applicants and aspiring entrepreneurs can all benefit from this course, which is intended to appeal to people of all ages and from a broad spectrum of backgrounds and experience.

Subjects include

  • Sustaining Organisational Performance
  • Global Economic Environment and Marketing
  • Organisational Change and Management
  • Leadership, Strategy and Innovation
  • International Sales Management
  • Professional Selling and Sales Strategies
  • Research methods
  • Dissertation

Study modules mentioned above are indicative only. Some changes may occur between now and the time that you study.

Full information on this is available in our disclaimer.

In recent years, students have come to our MSc courses with degrees from many different disciplines, and have gone on to build careers in a range of industries in the public, private and voluntary/not-for-profit sectors.


The entry requirement for this course is a Bachelor (Honours) Degree at 2:2 or above.  We look for applicants to have a background in any discipline in order to be eligible for the programme.

We may also consider lesser qualifications if you have sufficient relevant work experience within the industry. 

English language requirements

If your first language isn't English, you'll normally need to undertake an approved English language test and our minimum English language requirements will apply.

This may not apply if you have completed all your school qualifications in English, or your undergraduate degree was taught and examined in English (within two years of starting your postgraduate course). Check our country pages to find out if this applies to you.


Our entry requirements indicate the minimum qualifications with which we normally accept students. Competition for places varies from year to year and you aren't guaranteed a place if you meet the minimum qualifications.

International students

If your qualifications aren't listed above, visit our country pages to get entry requirements for your country.

Please note that non-EU international students are unable to enrol onto the following courses:

BN Nursing/MN Nursing (Adult, Child, Mental Health or Learning Disability)

BM Midwifery/MM Midwifery

Admissions policies

We are committed to being as accessible as possible to anyone who wants to achieve higher education.

Our admissions policies will help you understand our admissions procedures and how decisions are made.


Tuition fees
Students from 2017/18 2018/19
Home/EU £6,466 £7,000
Overseas £12,620 £13,000
This course comprises of 180 credits from taught modules and a dissertation. The total fee you will pay is dependant upon the exit award you wish to achieve.

Frequently Asked Questions about Fees
Information of Bursaries and Scholarships

Modules that you will study as part of this course*

Dissertation ( SOE11130 )

Research methodologies, critically reviewing literature, research design and ethics, data collection methods (qualitative, quantitative and mixed), analysis methods, research writing and dissemination. Individual research, production of a dissertation, reflection on work undertaken.

Further information

Global Economic Environment and Marketing ( SOE11129 )

The global economy, the concepts of markets and their structures; government policies and their impact on businesses; cross country cultural differences their impact on global business decision making; the global marketing concept and strategy planning; the marketing environments and consumer & organisational buyer behaviour; ethics and responsible marketing; marketing research and international market segmentation; managing the international marketing mix & brand development

Further information

International Sales Management ( SOE11139 )

The topics you will cover in this module 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 Marketing and Sales and the important matter of ethical selling – all in an international context.

Further information

Leadership, Strategy and Innovation ( HRM11119 )

The module will cover the following content: 1. Organisation Strategy and Strategic Leadership 2. Determining the Strategic Direction: Mission Vision and Values 3. Strategic Decision-making in Practice 4. Transformational Leadership Approaches and Emotional Intelligence 5. The Leader-Follower Relationship and the Psychodynamics of Leadership 6. Team Leadership 7. Strategic Decision-Making in Innovative Contexts 8. Creating Systemic Innovation 9. Authentic and Sustainable Leadership 10. Current Trends in Strategic Leadership

Further information

Organisational Change and Management ( HRM11118 )

This module focuses on the behaviour of people at work by placing an emphasis on understanding the vital importance of managing change and culture. It covers two broad areas, namely: 1. Organisational Behaviour: attitudes; perception; motivation; groups and teams; leadership; management of transformational change; power, politics and conflict; and 2. Managerial Process and Skills: activities designed to develop skills relating to the management of people, including corporate social responsibility By the end of the module you will have developed an appreciation of the dynamics of working organisations in a rapidly evolving business environment by planning and carrying forward system-wide change programmes.

Further information

Professional Selling and Sales Strategies ( SOE11127 )

This module will help you reinforce and improve upon and/ or embed the skillset needed to be a successful professional sales person in today's fast moving business environment. Topics covered in this module include: Personal Selling & the Marketing Concept, Relationship Strategy (Communication Styles/ Adaptive Selling & Ethics and Trust-Based Selling), Product Strategy (Creating Product Solutions & Product Selling Strategies), Customer Strategy (The Buying Process & Buyer Behaviour), Prospecting, Presentation Strategy (Consultative Sales Presentations & Creating Value with Sales Demonstrations), Negotiation, Adapting the Close and Confirming the Partnership AND Servicing the Sale and Building the Partnership.

Further information

Research Methods ( SOE11131 )

Research methodologies, critically reviewing literature, research design and ethics, data collection methods (qualitative, quantitative and mixed), analysis methods, research writing and dissemination.

Further information

Sustaining Organisational Performance ( SOE11128 )

Introduction In the first instance the module introduces you to a number of tools and models that can be used to measure the success, or otherwise, of an organisation. The key focus on the Balanced Scorecard, which is a set of measures that gives a fast but comprehensive view of the business. The Balanced Scorecard endeavours to collate important elements that reflect a business’s strategic position e.g. product and service quality measures, product and service development time, customer satisfaction, productivity and so on. Financial Matters The module then deals with the question... How does the business appear to its shareholders? This section investigates the financial performance of an organisation. The focus is on Finance and Budgetary Control – profit, cost and revenue-related measures - and the Interpreting of Financial Statements. Internal processes The module then deals with the question... What must a business excel at? This section takes an internal process perspective and investigates both the effectiveness and efficiency of the organisation. The focus is on Operations Management and associated concepts such as Lean operations and quality management. Innovation and learning The module than deals with the question... How can a business continue to improve and build capabilities? This section investigates how people and information support the organisation. The focus is on improvement activities and project management. Customer focus The module then deals with the question... How do a business’s customers see the business? This section investigates just how well an organisation is meeting the needs of, and satisfying, its customers. The focus is on managing strategy and performance and the relationship management challenges faced by organisations. Overall the module emphasises the concept of integrative nature of business across the FOUR key areas and what matters most in the need and desire to build high performing organisations that can endure in the complex, global business environment.

Further information

* These are indicative only and reflect the course structure in the current academic year. Some changes may occur between now and the time that you study.