MKW3471

Sales management and negotiation

(BUS)

Not offered in 2001

6 points + First semester + 2-hour lecture and 1-hour tutorial per week + Prerequisite: MKW1120

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. Practical interpersonal skills involving persuasive group presentations, negotiations and sales. Areas of management which focus on buying-centre/selling team relationships. The relationship between the functions of marketing ad sales within organisations and the effect on corporate performance.

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