MKF3471

Sales management and negotiation

(BUS)

Mr Ian Davey

6 points + 2-hour lecture and 1-hour tutorial per week + First and second semester + Caulfield + Prerequisite: MKX1120

Synopsis: Customer contact and relations. A broad overview of the sales area focusing on business to business and person to person activities. Issues include interpersonal persuasion and influence. In addition to these knowledge-based topics, the subject exposes students to practical interpersonal skills involving persuasive group presentations, negotiations and sales. It covers areas of management, which focus on buying-centre/selling team relationships. There is a focus on the relationship between the functions of marketing and sales within organisations and the effect on corporate performance.

Assessment: Class participation: 30% + Research project (3000 words): 30% + Examination (3 hours): 40%