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Sales management (6 points)


Leader: To Be Advised

Caulfield Second semester 2004 (Evening)

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%

Contact Hours: 3-hour class per week

Prerequisites: MKX9160

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