MKW3442

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

Leader: Ms Rowan Kennedy

Offered:
Berwick First semester 2005 (Day)
Gippsland First semester 2005 (Day)
Gippsland First semester 2005 (OCL)
Hong Kong First semester 2005 (OCL)
Perth First semester 2005 (Day)
Singapore First semester 2005 (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: On-campus - Assignment(s): 50% + Examination (3 hours): 50% Distance - Assignment(s): 50% + Examination (3 hours): 50%

Contact Hours: 3 Hours class contact or equivalent per week

Prerequisites: MKW2402