MKF3471

Sales management and negotiation (6 points)

(BUS)

Leader: Mr Peter Wagstaff

Offered:
Caulfield First semester 2003 (Day)
Caulfield First semester 2004 (Evening)

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%

Contact Hours: 2-hour lecture and 1-hour tutorial per week

Prerequisites: MKF1120 or MKW1120