MKW3442 - Sales management

Leader: Mr Manir Zaman

Offered

Berwick First semester 2007 (Day)
Gippsland First semester 2007 (Day)
Gippsland First semester 2007 (Off-campus)
Hong Kong First semester 2007 (Off-campus)
Singapore First semester 2007 (Off-campus)

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.

Objectives

The learning objectives of this unit are to:

• examine communication, relationship building and negotiation alternatives in a selling and organisational context;
• analyse the theoretical basis of an effective sales and planning organisation

evaluate the practical importance of setting goals and objectives suitable to a modern sales environment;

• critically analyse strategies that might be used for the recruiting, selection, training and on-going development of sales staff;
• campare the theoretical and practical requirements for leading, controlling and evaluating a sales team;
• crtiically evaluate the importance of the ethical behaviour of a sales manager.

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