MKF5391

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

Leader: To Be Advised

Offered:
Caulfield Summer 2006 (On-campus)

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(s): 60% + Examination (2 hours): 40%

Contact Hours: 3 Hours class contact or equivalent per week

Prerequisites: Students enrolled in course code 3802 (M.Mktg Stream B) have no prerequisites. All other students must have passed MKX9160