MKB3442

Sales management

(BUS)

6 points + 2-hour lecture and 1-hour tutorial per week + First semester + Berwick + Prerequisite: MKB1402

Synopsis: The scope of sales management, personal selling in the marketing mix, deployment and account coverage, sales force size/sales forecasting, personal selling, field sales management, compensation, evaluation and motivation, organising, recruitment and selection training.

Assessment: Assignment written (3500 words): 35% + Tutorial: 15% + Examination (3 hours): 50%