Sales management
Not offered in 1995
Mr Joel Haire
6 points * One 3-hour class per week * First semester * Caulfield, In-house * Prerequisite: MKT6160
Synopsis The nature, role and scope of sales management; the sales organisation; the selection, recruitment, training and development of sales people; the motivation, compensation and evaluation of sales people; the sales process; sales forecasting and estimating market potential; sales budgeting and profitability; planning sales territories; determining sales quotas and the optimum allocation of sales effort and resources.
Assessment Assignment (6000 words): 60% * Final examination (2 hours): 40%