MKW3442

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

Leader: Ms Rowan Kennedy

Offered:
Berwick First semester 2006 (Day)
Gippsland First semester 2006 (Day)
Gippsland First semester 2006 (OCL)
Hong Kong First semester 2006 (OCL)
Singapore First semester 2006 (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