MKF5391

Sales management

(BUS)

Dr Ian Davey

6 points + 3-hour class per week + First and second semester + Caulfield + Prerequisite: MKX9160

Synopsis: Topics include 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% + Examination (2 hours): 40%