MKW3442

Sales management

(BUS)

Gippsland: Mr Vaughan Reimers, Berwick: Mr Shahadat Khan

6 points + 2-hour lecture and 1-hour tutorial per week + OCDL, approximately 12 hours per week + First semester + Berwick, Gippsland, Malaysia, + Prerequisite: MKW2402

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: Distance - Written (5000 words): 50% + Examination (3 hours): 50%. On-campus - Written (3500 words): 40% + Examination (3 hours): 50% + Tutorial: 10%