MKF3471

Sales management and negotiation ( 6 points, SCA Band 2, 0.125 EFTSL)

Leader: Mr Peter Wagstaff

Offered:
Caulfield First semester 2005 (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 unit 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: Assignment(s): 30% + Participation: 30% + Examination (3 hours): 40%

Contact Hours: 3 Hours class contact or equivalent per week

Prerequisites: MKF1120 or MKW1120