Sales management
Not offered in 1995
Mr Joel Haire
6 points * One 3-hour class per week * Second semester * Caulfield * Prerequisite: MKT1120
Objectives On completion of this subject students should be able to explain the role and importance of selling in the marketing mix; complete a sales plan; structure territories; describe selection, remuneration and supervision techniques.
Synopsis Sales planning; sales force organisation; sales person selection, training, supervision and compensation; sales operation analysis and control.
Assessment To be advised.