MKW3442

Sales management (6 points)

(BUS)

Leader: Ms Rowan Kennedy

Offered:
Berwick First semester 2003 (Day)
Gippsland First semester 2003 (Day)
Gippsland First semester 2003 (OCL)
Hong Kong First semester 2003 (OCL)
Perth First semester 2003 (Day)
Hong Kong Summer 2003 (OCL)
Berwick First semester 2004 (Day)
Gippsland First semester 2004 (Day)
Gippsland First semester 2004 (OCL)
Hong Kong First semester 2004 (OCL)
Perth First semester 2004 (Day)
Singapore First semester 2004 (OCL)

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%

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

Prerequisites: MKW2402