MKW3471

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

Leader:

Offered:
Not offered in 2005.

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. Practical interpersonal skills involving persuasive group presentations, negotiations and sales. Areas of management which focus on buying-centre/selling team relationships. The relationship between the functions of marketing ad 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: MKW1120