MBA Marketing and Sales Management

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MBA – Marketing and Sales Management

Explore business management, marketing and sales and gain the expertise to take on senior roles on this flexible course delivered fully online.

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 BECOME A SUCCESSFUL MARKETER

Course introduction

This globally-recognised qualification will develop your business skills and give you the expertise you need to take on senior roles in any organisation.

It’s a flexible course delivered online that will build on your work experience and allow you to combine your MBA with a specialism in marketing and sales to reflect your area of interest.

You’ll be able to study in your own time at home or at work and progress toward an award at your pace, as your career or personal life dictate.

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DISCOVER THE PROGRAM

1. WHAT YOU WILL LEARN

Our Global Online MBA (Marketing & Sales) is ideally suited to individuals who intend to balance their personal and professional commitments and study while working. Designed to deliver accessible, creative and flexible postgraduate business and management education, it offers you choice in how, when and where you study, as well as the opportunity to pursue a specialism in marketing and sales.

The curriculum is tailored for the dynamic contemporary global business environment, focusing on developing skills in leadership, and the application of conceptual management theories to current practice. You’ll acquire competencies in innovative and creative problem solving, critical thinking and strategic reasoning.

This course is delivered online. Normally, we would expect you to complete the course within 18-24 months. Your learning experience will be enhanced with online discussions that supplement the study materials, case study analyses from diverse sectors and articles from leading academics and practising professionals.

You’ll graduate with business competence and effective management skills, ready to make your mark at the highest level.

Your course structure is based on the Global Online MBA and includes modules from the specialist area of your choice.

Subjects include
  • International Sales Management
  • Global Marketing
  • Building High Performance Organisations
  • Marketing within the Global Economy
  • Management & Organisational Change
  • Leading Strategic Decision Making
  • Skills for Managers
  • MBA Project
2. CAREERS

The Global Online MBA (Marketing & Sales) will provide you with the opportunity to realise your full career potential.

In recent years, students have come to our MBA with first 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.

3. ENTRY REQUIREMENTS

The entry requirements for this course is a Bachelor (Honours) Degree at 2:2 or above plus 2 years work experience order to be eligible for this programme.

We may also consider lesser qualifications if you have sufficient relevant work experience within the industry. Applications from individuals who do not possess the two years’ relevant work experience requirement, but who have significant potential to develop work-related skills, may be considered on an individual basis.

If English is not your first language, it is usually required that you sit an English language test in order to gain entry onto our postgraduate programmes.

This course requires the standard IELTS 6.0 with no individual component score of less than 5.5 or equivalent.

All applicants are required to have an internet connection.

4. FEES

Tuition fees for the academic year 2016/2017 are of £550/ 20 credits module.

This means, that for this global online MBA, the student will pay in total £4950, as there are 7 modules of 20 credits each , plus a project that worths 40 credits.

These fees are exclusively given to students who apply through CasaEducation.

5. MODULE DESCRIPTION
1. International Sales Management

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.

2. Global Marketing

The aim of this module is to develop an understanding of how international marketing strategies are applied within the global business environment. After successful module completion you will be able to demonstrate your knowledge and understanding of global marketing in relation to how the macro environment can affect international marketing strategies, evaluate and analyse global marketing opportunities, examine the key decisions of where and how to compete in international markets and finally show how this knowledge can be used to develop a global strategic marketing plan.

 

3. BUILDING HIGH PERFORMING ORGANISATIONS

The module will help you to gain an understanding of the wide range of activities that take place inside and outside the business organisation. Emphasis will be placed specifically on FOUR key areas: internal processes, innovation and learning, the customer focus, and financial matters which all contribute to the performance of the organisation. You will be introduced to, and use, the Balanced Scorecard (Kaplan and Norton, 1992) – a set of measures that gives a fast but comprehensive view of the business – to help identify how an organisation plans to, is meeting its overall aims and building value for its shareholders, stakeholders and society.

4. MARKETING WITHIN THE GLOBAL ECONOMY

This module will enable students to understand the national and international economic environment in which firms operate. The students will also learn to analyse the impact of economic policies and marketing strategies on global businesses. At the end of this module the prospective managers will acquire a set of essential skills that will allow their companies to operate effectively in a global market.

 

5. MANAGEMENT AND ORGANISATIONAL CHANGE

This module focuses on the behaviour of people in a work environment by placing an emphasis on understanding the vital role and importance of people in the change management process. You will further develop an understanding of the dynamics of working organisations in a rapidly evolving business environment, with specific emphasis placed on the significance of organisational culture. This in turn develops your ability to plan and carry forward sustainable system wide change programmes.

 

6. LEADING STRATEGIC DECISION MAKING

This module draws upon appropriate theoretical models to examine the role of leaders in determining the strategic direction of an organisation. It will critically explore leadership processes and critique how leadership fosters creativity and innovation in organisations. The module examines both the hard and soft aspects of leadership and critically appraises how leaders interact with followers and fosters an innovation culture in organisations.

 

7. SKILLS FOR MANAGERS

The purpose of this module is to support you in your academic development and equip you with the necessary research skills to produce your final project / dissertation. Furthermore, as these skills are highly transferable, you will develop expertise and knowledge in problem solving, critical thinking, effective writing and communication, project management and management research, all of which underpin effective management and leadership performance.

On completion of the module you will be able to:

Critique a range of literature sources with the aim of developing a critical literature review for a selection of academic and management projects.

Critically identify and evaluate research methodologies, together with relevant methods and techniques for the collection and analysis of data.

Demonstrate a critical awareness of your own practice in conducting a research study in terms of typical ethical, political and individual dimensions of business research.

 

8. MBA PROJECT

The Project is the culmination of your MBA programme and an opportunity to pursue an area of contemporary business research of interest to you, with the potential to contribute to subject discipline knowledge and improvements in organisational performance.

Building on the research skills acquired in the MBA Skills for Managers module, as well as academic knowledge acquired in other modules, it is designed to allow you to critique the relevant research conducted within the academic and practitioner publications pertaining to your chosen research topic, permitting further refinement of your aims and objectives. Informed by these, you will devise and fine-tune an appropriate and robust research approach leading to the design, collection and analysis of your data, commensurate with the research objectives. A critical evaluation of your findings, linked to your earlier literature review, will allow conclusions and recommendations to be made from both an academic and professional practice standpoint. An element of reflection on both your personal and professional development completes the module.

Resources:

This module contains no specific subject content and there is no formal delivery of any material. The individual and unique project topics selected will allow you to utilise the methods and techniques introduced in the MBA programme to independently research and acquire detailed knowledge relating to your project. The emphasis is very much on individual development and demonstrating the critical research skills commensurate with postgraduate study. The research is overseen by a supervisor who will provide expertise relating to the academic subject area of the project, as well as providing general guidance on the execution and completion of the research.

A number of exemplars are available on the Virtual Learning Environment to support you, and the guidelines for writing the project are given in the MBA Project Handbook.

Relevance and advantage for students:

Although the project is subject-specific, the skills used within the project are transferable and relevant to a range of situations you may find yourself in, both in your current or future organisation. The project will demonstrate your ability to critically analyse primary and secondary data, and present robust and evidence-based arguments, skills which are highly valued by employers. A successful project in a relevant business area has the potential to enhance existing job capability, as well as create future promotion opportunities.

Assessment overview:

The MBA Project is the final assessment of the MBA programme. This assessment is a major project based on a key business or management area in which you identify and analyse a specific problem/issue which requires investigation. Although you will receive formative feedback from your supervisor as it progresses, the submission of a 14000-word project, prepared in line with the guidance given within the MBA Project Handbook, is the sole vehicle for assessment. There is an expectation that you will incorporate a 500-word report at the end of your project which reflects on your personal and professional development throughout your MBA studies.

6. APPLY

Three Easy Steps:

  • Step 1 – Fill the relevant programme Eligibility Form
  • Step 2 – Email the completed Form to admissions@casaeducation.com
  • Step 3 – An Admissions officer from CasaEducation will contact you on receipt of the Eligibility Form

MBA applicants are also required to submit a Reference Form.

All Edinburgh Napier University applicants are required to review the Data Protection Code of Practice  and Casablanca Education Policy prior to signing the Eligibility Form.

Doctorate in Business Administration (DBA) applicants please email info@casaeducation.com for application form.

 

OTHER SPECIALISED MBA MODULES

MBA Routes

Route

Specialist
modules

MBA

Managing Innovation

Contemporary Issues in Strategic Management

MBA (Finance)

Global Finance

Finance for Management Decision Making

MBA (Banking)

Global Finance

Financial Markets, Institutions & Banking

MBA (Marketing & Sales)

Global Marketing

International Sales Management

MBA (HRM)

HRM in an International Context

Contemporary HRM

MBA (Events)

International Business Events Management

International Festival & Event Management

MBA (Entrepreneurship)

New Venture Planning

Managing Innovation

MBA (Healthcare)

Health Policy & Public Involvement

Governance & Accountability in Healthcare

MBA (BANKING)

Module: Global Finance

This module is designed to provide the non-specialist graduate student with a comprehensive introduction to the global capital markets. The module will provide you with sufficient depth of explanation and analysis so that it is of practical use to you if, for example, you are planning a career in the areas of the capital market business and you wish to improve your knowledge of the products, strategies and participants of these markets.
Description of module content: The module will examine the structure and functions of the international monetary and financial system. It will analyse the development and the implications of the global financial marketplace. It will examine the functions, products, participants, operational arrangements of, and the linkages between, the money markets – short-term interest rate products, the foreign exchange market, the government and corporate bond markets, the equity capital markets and the international derivatives markets.

Module: Financial Markets, Institutions & Banking

This module builds upon economic principles, financial theories and management concepts to equip you with a critical understanding of the interdependencies of financial markets and the global economy, an in-depth knowledge of the unique characteristics of financial institutions and with the skills to critically evaluate the behaviour of banks and other financial firms.
Description of module content: Financial system: functions, structure, intermediaries and globalisation Interest rates: theory, determinants of supply and demand, equilibrium rates, policies Financial markets: money, bond, equity and derivative markets, integration, infrastructures Financial Institutions: insurance, savings, investment, asymmetric information, moral hazard interest Modern Banks: organisational structure, activities, risks, regulation, failures, competitive issues

MBA (Events Management)

Module: International Business Event Management

The MICE (Meetings, Incentives, Conventions and Exhibitions) industry is of huge global economic importance. Business events play a significant role in generating tourism revenue for destinations, thus contributing towards economic prosperity. This complex sector of the tourism industry involves a wide range of stakeholders; including venues, accommodation providers, destination management companies, transport operators and participants themselves. The aim of this module is to introduce you to the issues involved in the planning and management of business events and will be supported by the use of international examples. You will learn about the major stakeholders in the business events industry, and how they interact with one another. You will examine issues of supply and demand at all levels, and analyse the impact made by business events on their chosen destination.
Indicative content:
The conference industry in context
Buyers, suppliers and intermediaries
Supply and demand characteristics of the industry
The external environment
Conference planning (buyer and supplier perspectives)
Impacts of conference events and venues
Current trends and future issues.
Module: International Festival and Event Management
International festivals and events are world phenomena: as leisure and entertainment entities and social occasions. This module reviews a range of events (sporting, cultural, political, small and large, local and global) to illustrate their component elements and critical success factors. It also introduces conceptual and analytical frameworks to evaluate management and governance issues surrounding the organisations and communities hosting them. These encompass organisational structures and environments, effectiveness and event impact evaluation, strategic and project planning, policy analysis and organisational learning.
Illustrative list of contents:
The festival and event market
Impact assessment and sustainability
Festival and event lifecycles
Festival and event organisational operations
Festival and event management and the law
Marketing, sponsorship and human resource management

MBA (Finance)

Module: Global Finance

This module is designed to provide the non-specialist graduate student with a comprehensive introduction to the global capital markets. The module will provide you with sufficient depth of explanation and analysis so that it is of practical use to you if, for example, you are planning a career in the areas of the capital market business and you wish to improve your knowledge of the products, strategies and participants of these markets.
Description of module content: The module will examine the structure and functions of the international monetary and financial system. It will analyse the development and the implications of the global financial marketplace. It will examine the functions, products, participants, operational arrangements of, and the linkages between, the money markets – short-term interest rate products, the foreign exchange market, the government and corporate bond markets, the equity capital markets and the international derivatives markets.

Module: Finance for Management Decision Making

To introduce you to the role that finance plays in an organisation, with particular reference to the long and short-term decision making of an organisation. A good knowledge of finance can help you answer the following questions – What products to manufacture/services to provide to achieve required profit levels ? What future capital investment offers the best return for the business? How can the business manage its working capital? How is the business performing?
Description of module content: Objectives of accounting. The primary financial statements. Profit v Cash and preparation of cash budgets. Interpretation of financial statements using ratio analysis Management performance evaluation. Short-term decision making using cost classifications Capital investment appraisal methods. Working capital management

MBA (Tourism and Hospitality Management)

Module: Contemporary Issues in Hospitality Management

The hospitality industry is made up of a large number and range of sectors all of which are operating in an increasingly dynamic and competitive environment. In this context, it is of vital importance for the managers of these businesses to identify and understand the key issues in their environment and to develop strategies/responses that will ensure business development and success. With this in mind, the aim of this module is to help you to fully understand and appreciate the extensive range of contemporary issues facing hospitality organisations across the world. Moreover, it aims to enhance your ability to critically review the impacts of such issues and trends upon the international hospitality business sector.
Description of module content: Outsourcing and contracting out; Information and communication technology; Innovation management; Crisis management; International marketing and alliances; Service quality; Corporate social responsibility; Environmental management.

Module: International Business Event Management

The MICE (Meetings, Incentives, Conventions and Exhibitions) industry is of huge global economic importance. Business events play a significant role in generating tourism revenue for destinations, thus contributing towards economic prosperity. This complex sector of the tourism industry involves a wide range of stakeholders; including venues, accommodation providers, destination management companies, transport operators and participants themselves. The aim of this module is to introduce you to the issues involved in the planning and management of business events and will be supported by the use of international examples. You will learn about the major stakeholders in the business events industry, and how they interact with one another. You will examine issues of supply and demand at all levels, and analyse the impact made by business events on their chosen destination.
Description of module content: The conference industry in context; Buyers, suppliers and intermediaries; Supply and demand characteristics of the industry; The external environment; Conference planning (buyer and supplier perspectives); Impacts of conference events and venues; Current trends and future issues.

MBA (HRM)

Module: Contemporary HRM

This module gives an overview of key HRM activities within organisations, and insight into contemporary themes and issues. It will equip a general manager with a critical understanding of the contribution that HRM processes (as undertaken by all managers, not confined to HR specialists) can make to the achievement of organisational objectives. The module starts with a consideration of developing theory and current models of HRM, providing a framework for more detailed consideration of key operational areas: resourcing & development, performance management, reward, and the management of the employment relationship to minimise conflict and encourage employee engagement. Current issues such as work life balance, ethics and the management diversity are also covered.

Module: HRM in an International Context

This module examines the critical role of the HRM process (as carried out by both line managers and HR specialists), and the contribution this makes to competitiveness. It covers the range of key HRM areas: integrated approaches to securing employee engagement; manpower planning, recruitment & selection; diversity and equality; performance management, training and development; employment regulation, employee voice and the management of conflict. These are explored through the use of examples and cases drawn from a range of international contexts and students are encouraged to reflect on the approach to HRM in their own culture/country and contribute to the consideration of similarity and difference.

MBA (Leadership & Innovation)

Module: Leadership, Learning & Development

This module commences with a critical evaluation of the theories of leadership and management, which provides the context for examining learning and development processes and procedures. Current approaches to career management will be evaluated. It examines external and internal influences and relationships on leadership development, with a particular emphasis on organisational learning and knowledge management. The module concludes with evaluating the individual level development of enhanced personal competence and capability; and at the organisational level with enhanced effectiveness.

Module: Managing Innovation

The module content can be divided into two main components. Firstly, a discussion of key concepts and why innovation management is crucial in most organisations. Secondly, an examination of the leading practical theory related to innovation management, in particular, this will include an in depth discussion of a conceptual model of innovation management. This model will outline the main contextual elements (e.g. innovation strategy, organisation structure, etc.) that affect the process of innovation management and also the process itself. This examination and discussion of innovation management will utilise materials (e.g. examples, cases, etc.) dealing with different kinds of innovation (e.g. product, service, internal systems and procedures, etc.) in a variety of organisations.

MBA (Marketing and Sales Management)

Module: Global Marketing

The aim of this module is to develop an understanding of how international marketing strategies are applied within the global business environment. After successful module completion you will be able to demonstrate your knowledge and understanding of global marketing in relation to how the macro environment can affect international marketing strategies, evaluate and analyse global marketing opportunities, examine the key decisions of where and how to compete in international markets and finally show how this knowledge can be used to develop a global strategic marketing plan.

Module: International Sales Management

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.

MBA (Health Management)

Module: Governance & Accountability in Healthcare

This module brings together the principles and practice of Governance in the healthcare environment at a strategic level. With a particular focus on Clinical Governance, it promotes an understanding of the accountability frameworks for professional and other healthcare staff. Emphasis will be placed on the key areas of policy and models of governance, risk management and safety, legal and ethical issues, evidence-based practice, quality and metrics and organisational culture and teamwork. This will help to develop an understanding of the dynamics of clinical governance in practice, at professional and organisational level, in a challenging setting that is demanding a consistently better quality of care in a more compassionate environment.

Module: Health Policy & Public Involvement

This module outlines the major aspects of health policy, public health issues and public involvement. In relation to health policy, it will explore the definition, translation of political vision into action and the formulation and implementation of policy that is for the benefits of staff, patients and the public and that is responsive, flexible and patient-centred. The economics of healthcare will be explored and workforce policies will be examined, as they impact on the overall delivery of healthcare policy and strategy. Aspects of public health will focus on how the public is encouraged to stay healthy and to make lifestyle choices that contribute to improving the health of the nation. All of this will be underpinned by the need for public involvement at all levels of the care process and will emphasise the impact of strong public involvement at strategic level.

MBA (Entrepreneurship)

Module: Managing Innovation

The module content can be divided into two main components. Firstly, a discussion of key concepts and why innovation management is crucial in most organisations. Secondly, an examination of the leading practical theory related to innovation management, in particular, this will include an in depth discussion of a conceptual model of innovation management. This model will outline the main contextual elements (e.g. innovation strategy, organisation structure, etc.) that affect the process of innovation management and also the process itself. This examination and discussion of innovation management will utilise materials (e.g. examples, cases, etc.) dealing with different kinds of innovation (e.g. product, service, internal systems and procedures, etc.) in a variety of organisations.

Module: New Venture Planning

This module will take you from entrepreneurial aspirations, ideas generation and evaluation through the business planning process to develop a potential business model for your idea. The learning is highly interactive, using short lectures, group work, applied research, and one to one discussions. Assessment is via presentations and the creation of a practical and realistic business plan.

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Resources & Support

Induction

Induction will be provided online for all students once they have matriculated onto a module.
This support will cover all aspects normally covered for full-time face-to-face students, plus aspects relating specifically to online learning such as studying effectively online and accessing Edinburgh Napier University resources remotely.
The induction will cover:
Matriculation
Edinburgh Napier University
Student Charter – what to expect/demands of Masters level study
University Regulations
Extenuating Circumstances
Complaints Procedure
How to study online – Developing study skills which will underpin successful progress on the programme including introduction to the Virtual Learning Environment and how to use it
Explain Learning, teaching and assessment approaches used. – This will focus on developing the necessary learning, reflection and analytical skills required by students on masters level modules and programmes. For example:- study skills including assessments, referencing and exams; learning from case studies & sessions on learning from case studies. Introducing students to the concept of the reflective learning process which will be required in the completion of some assessments
Facilities for Studying from a Distance (including Student Portal/NULIS/Information Services)
Administrative set-up and contact details
Programme specific information
Academic writing, types of assessment, assessment deadlines
Plagiarism
Turnitin – what it is and how to use it

Programme/Module Handbook

All students registered on a programme or module will be provided with an MBA Handbook containing key details in relation to their specific programme of study, its content and delivery and the staff involved.

This document gives clear information on the contact details for academic and administrative issues relating to the programme, including the appropriate channels through which to raise concerns, complaints and appeals.

There will be clear guidance on procedures relating to extensions, deferrals, withdrawals and references are made to the main University Regulations in relation to mitigating circumstances, appeals and disciplinary issues. Where appropriate the relevant forms will be included at the back of the handbook and Edinburgh Napier’s own website.

Given the circumstances of distance learners, where students may be subject to short-notice job-related requirements to travel and do extensive project work, clear, fair and robust procedures for extensions and deferrals are detailed in the MBA Handbook.

Library Support

NULIS has for many years, operated a very effective Distance Learning Library Service. Students are eligible for a range of specialised information services from the Library at Edinburgh Napier (NULIS) once they have matriculated. On receipt of your NULIS registration form an information pack detailing the services and subject specific resources available will be sent to you.

Through this service, a number of databases will be available, include journal article abstracts, full text journal articles, newspaper articles, market research reports, company financial accounts and technical standards.

NUINlink provides access to a wide range of electronic resources, including databases, e-book collections, e-journals and high quality web resources; and it also enables students to search resources simultaneously, retrieve merged lists of results to electronic full-text journal articles.

Additionally, Information Service Advisors within NULIS are available to assist students with subject-based issues e.g.: electing/using information sources such as electronic databases and the Internet; and helping with any problems associated with library use. An email address is also provided to deal with general enquiries.

Technical Support

Should you experience technical difficulties with the Virtual Learning Environment, support is available through a number of guides and self-help links within the VLE platform as well as through email. Where there is scheduled downtime of any services, students will be notified prior to the downtime.

Student Services

All students will have access to a Help Desk Ticketing System from within their secure and personalised learning environment. All issues raised will be acknowledged and responded to within 48 hours on working days, excluding Saturdays, Sundays and national statutory holidays.
If you have any questions, please contact us. We are here to help.

ASSESSMENT

The University offers industry informed courses which combine the optimum balance of theory and practice, to equip their graduates for success in today’s competitive global job market. It has an international reputation for the employability of their graduates and for expertise which can be used to enhance the lives and prospects of people and their communities.
Formative Feedback will be provided throughout the module through the use of self-assessment questions and Case Studies, both of which will have outline solutions developed by the module leader which will enable you to self-assess your progress and understanding.
Appropriate feedback will be available automatically and immediately the assessment is completed; this has been shown to influence the students’ approach to learning in a positive way (JISC, 2010).
Reflective Exercises within each module will enable you to apply the theory to your own practice – this is not evaluated, but will support your personal and professional development. These will be compiled into your Personal Portfolio.

SUMMATIVE ASSESSMENT

Summative assessment will be provided throughout the module in the form of one component – two elements, as below:

End of Unit progress test: 10 Academic units with online questions at the end of each unit – this will test your knowledge and understanding of the key concepts within each unit and will count as 10% of final module mark.
End of Module Assessment: 90% of final module mark.
Assessments will be undertaken online and will be as described in the approved module descriptors.
As part of the quality assurance process, module leaders will sample a number of summative assessments and portfolios as a check that the work submitted/undertaken is that of the matriculated student.
You are advised that if there is any question regarding the authorship of your submitted assessment that Edinburgh Napier University has the right to require you to undertake an online viva.

If you have any questions, please contact us. We are here to help.