MSc Marketing with Sales Management

Postgraduate, Full-time

Marketing with Sales Management MSc



Our course has been developed for marketing professionals or graduates who want to build on their experiences in sales management

Overview

This course builds on the theories and principles of marketing with a focus on sales management.

Sharing much of its content with the MSc in Marketing, choosing to study this dynamic blend of marketing and sales will bring increased employment opportunities in this rapidly growing field.

Speed selling event with students and industry partners

Mode of Study:

Full-time

Duration:

1 year

Start date:

JanSep


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Course details

MSc Marketing with Sales Management introduces you to the theories and principles of marketing, professional selling and sales management, delivering practical applications based on real-life commercial selling and business scenarios.

Sales management and marketing require a wide range of skills. You'll learn to think analytically and critically examine the issues confronting the global business environment. You'll also gain a variety of oral and presentation techniques to communicate effectively with clients.

You’ll develop quantitative and qualitative research through preparing and writing your dissertation. You’ll understand how to develop brands and market them effectively in the global marketplace.

You’ll benefit from our strong links within the global sales and marketing industries, as well as guest speakers.

Sales management is a key role within all businesses and there are opportunities for senior level sales-related roles in a range of industries including oil and gas, chemicals, information technology, retail, pharmaceuticals, finance and engineering.

Sales-ready graduates are highly prized assets to many organisations. With improved selling skills and techniques and knowledge of effective sales processes and relationship strategy, you’ll be able to deliver commercial success to any organisation.

Lead academics

  • Ashleigh Logan-McFarlane is the lead on the MSc Marketing suite programme leader. She leads on curriculum review/development and enhancing student experience. She also co-ordinates the MSc two-day induction experience in September and January. She predominantly teaches at undergraduate and postgraduate level on consumer behaviour and culture, marketing and society modules. This is reflective of her multidisciplinary research interests. She draws from a variety of social and cultural theories, primarily from sociology and media studies, to explore notions of consumption practices, celebrity brands, consumer identity work and community to further understanding of consumer practices in marketing. She specialises in qualitative methodologies; in particular, online ethnographic approaches such as netnography (see Logan (2015).
  • Dr John Thomson is currently a senior lecturer and international consultant in strategic and international marketing at the Business School, Edinburgh Napier University and holds a number of non-executive directorships in both the public and private sectors. His specialisms are International Marketing and Strategic Management and he has carried out a wide range of international consultancy projects for the pharmaceutical industry, transport industry, carpet industry, tourism and leisure and the biotechnology industry. In Hong Kong he delivers an International Marketing Strategy Programme to professional managers who were studying for an MSc in Marketing and continues to deliver a programme on Global Marketing. His business related advisory roles have included Belarus (2001), Slovakia (2003), Singapore (2007) and Romania (2009) and he has also undertaken research / business in Cyprus, Hong Kong, France, Germany, Spain and Norway.
  • Dr Nathalia Tjandra is a Marketing Lecturer at Edinburgh Napier University. She is the programme leader of BA/BA (Hons) Marketing Management Hong Kong delivered in collaboration with SCOPE, City University of Hong Kong. She has been involved in delivering Strategic Brand Management (PG), Brand Management (UG), Emerging Markets (UG) and Marketing Ethics (UG) modules in the UK and overseas. She is a visiting professor in University of Ciputra, Indonesia. Nathalia completed her PhD at Edinburgh Napier University in August 2013. The title of her PhD is “On the road to brand leadership: co-creating with independent financial advisers (IFAs)”. Her PhD was a fully-funded studentship and conducted in collaboration with one of the largest long-term savings investments providers in the UK. The thesis investigated the management of a triadic relationship between long-term savings and investments provider(s), IFAs, and customers; IFAs' view of branding and brand equity; and the development of a co-creation model in a triadic relationship network. She is currently undertaking research projects in Indonesia in the areas of online shop branding and tobacco marketing ethics, as well as in Hong Kong in the area of ageing employment in the sector.
  • calendar How you’ll be taught

    You’ll learn by a variety of teaching methods including lectures, tutorials and independent study. Our teaching team is highly qualified and experienced within sales management.

    This is a full-time course and is split up into three trimesters. You can choose to start in either January or September.

    Duration:

    • September starts: 12 months
    • January starts: 18 months with a three-month break over the summer (after the first taught trimester)
  • note and pen Assessments

    Assessment approaches in particular are designed to encourage the deep learning and critical thinking and analysis required by the learning outcomes. Individual assignments vary in type from management reports, essays, case study based assignments and assignments based on using a particular organisation, usually the student's own, as a basis for critical reflection and problem solving.

    There are several group-based assignments involving presentations, which enable students to benefit from each other’s' knowledge, insights and learning skills. Examinations use a variety of question types in order to further evaluate students' skills in these areas and in particular to overcome any tendency to rote learning.

Modules

Modules that you will study* as part of this course

Advertising as Cultural Discourse ( LNG11105 )

This module considers advertising as a form of cultural discourse reflecting perceptions of society and otherness. It allows you to develop critical awareness of linguistic, rhetorical, content and semiotic approaches to the analysis of text, sound and image of different forms of advertising and to apply these to a variety of geographical, temporal and media contexts. Throughout the course the emphasis is placed on cross-cultural comparisons.

It involves the following:
Discussion of theoretical and methodological approaches to the analysis of advertising text and image in large diachronic studies and small samples; selection of advertising material in different historical and cultural contexts; intertextuality; representation of nationhood; construction of the 'tourist gaze' in destination advertising; use of stereotypes; language fetish in advertising discourse; impact of regulations on advertising creativity and production.

Further information

Consumer Behaviour ( MKT11102 )

Introduction to the subject area, definitions and topical consumer behaviour issues including CCT (Consumer Culture Theory) and social-cognition theories of attitude, motivation and behaviour change.

- An overview of the consumer setting; consumer culture and the present anthropological and sociological marketing environments.
- An examination of the consumer decision making process and different mental processes consumers’ employ
- A critical examination of key psychological and sociological factors that influence the consumer decision making process. For example, social class, geo-demographics, values, attitudes, and lifestyles.
- The self; stereotypes, objectified brands, brand identity and value and subsequent consumer behaviour, social media and technology
- Social Marketing: Topical issues and consumer behaviour change
- A review of the different methods used for researching consumers including questionnaires, focus groups, experiments, ethnographic and netnographic qualitative techniques.
- Debate; outline of motions set and literature search requirements

Further information

Direct & Digital Marketing ( MKT11105 )

Theory, principles and practice of Direct Marketing and Digital Marketing (D&DM). Major issues facing practitioners in these areas: D&DM as communications tool, distribution channel or system of marketing; the extent to which Digital Marketing challenges current Marketing paradigms and business models; changes in consumer behaviour and customer control with digital media and in D&DM strategy; the place and integration of D&DM in the marketing communications mix; the development of Digital marketing media; data quality and data protection issues both in Europe and other major markets; segmentation, targeting and profiling in D&DM; retention, loyalty and Customer Relationship Management; the role and effectiveness of database marketing in D&DM; customer acquisition; branding and responsiveness; the roles of testing and research; control, measurement and evaluation of effectiveness and efficiency; relationships to marketing and business planning; international marketing issues in D&DM. Media include direct mail, telemarketing, direct response advertising in conventional media, web, mobile and broadcast digital media.

Further information

Dissertation ( MKT11130 )

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 Marketing ( MKT11104 )

* Introduction to Global Marketing - A Strategic Perspective
* The Strategic Marketing Process and Global Marketing Challenges
* The Global Trading Environment
* The Social and Cultural Diversity and Complexity of Globalisation
* Global Market Research and Opportunity Analysis
* Globalisation and Market Entry Strategies
* Global Product and Service Marketing
* Global Channels of Communication
* Pricing for Global Markets
* The Management of Global Distribution and Logistics
* Global / International Niche Strategies for Small and Medium Size (SME) Organisations
* Sustaining Competitive Advantage in a Global Environment

Further information

International Sales Management ( SAL11101 )

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

Marketing Communications ( MKT11101 )

Communications theory, stakeholders, decision making process, integrated marketing communications, marketing communications planning, budgeting & evaluation, advertising, sales promotion, public relations, sponsorship, direct marketing, personal selling, exhibitions, packaging, online communications, b2b communication, internal communications

Further information

New Venture Planning ( ENT11101 )

The module covers the following:

The importance of new businesses to a thriving economy
Entrepreneurial thinking and aspirations
The business planning process
Idea generation / development / evaluation
Market identification including exposure to market players
Researching the resources required including equipment, people, funding
Segmentation / positioning & differentiation / targeting
Developing the marketing Mix (7 P’s),
Financial planning leading to development of financial statements and realistic related assumptions

Further information

Principles and Practice of Marketing ( MKT11108 )

The first part of the module will be explicitly based on marketing management principles and theories and focused directly on practical marketing management issues. Using this knowledge, you will work in a group and develop and present a marketing plan which will be applied in a computer-based business simulation. In the second part of the module you will have the opportunity to apply your proposed marketing plan and run a company in the virtual environment. In the end of the module, you will be asked to write a report which justifies your marketing decisions, evaluates the company’s performance and presents a 3 year plan based on the company’s situation at the time the simulation closes. This module encourages all aspects of teamwork and application of marketing principles and theories

Further information

Professional Selling and Sales Strategies ( SAL11102 )

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

Strategic Brand Management ( MKT11103 )

Develop a critical understanding of strategic brand management theory and evaluate the value of such theory to organisations. Analyse the origin of popular brands. Strategic brand management process. Establishing brand position and values. Choosing brand elements to built brand equity. The role of advertising and the Internet in brand development. The legal protection of brands. Co-branding and brand conflict. Developing brand equity measurement and management systems. Managing brands in a global context and the not for profit sector.

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.

Entry requirements

Entry requirements

The entry requirements for this course is a Bachelor (Honours) Degree at a 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 professional 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.

International students

We welcome applications from students studying a wide range of international qualifications.
Entry requirements by 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’re committed to admitting students who have the potential to succeed and benefit from our programmes of study. 

Our admissions policies will help you understand our admissions procedures, and how we use the information you provide us in your application to inform the decisions we make.

Undergraduate admissions policies
Postgraduate admissions policies

Fees & funding

The course fees you'll pay and the funding available to you will depend on a number of factors including your nationality, location, personal circumstances and the course you are studying. We also have a number of bursaries and scholarships available to our students.

Tuition fees
Students from 2018/19 2019/20
Home/EU £7,000 £7,280
Overseas £13,000 £13,520


Frequently Asked Questions about Fees
Information of Bursaries and Scholarships

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