MKF5391 - Sales management

Offered

Caulfield Summer semester B 2007 (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.

Objectives

The learning goals associated with this unit are to:

• evaluate different selling situations and select appropriate selling approaches to implement
• demonstrate an ability to communicate in a persuasive and professional manner to a group or to an individual whether during a formal presentation or otherwise
• apply appropriate writing skills to produce quality business reports
• recall the key elements of Sales Management, Personal and Selling, specific to business relationships.

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