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MKX9180 - Customer relationship development for pharmaceutical sales

6 points, SCA Band 2, 0.125 EFTSL

Postgraduate Faculty of Business and Economics


Parkville Summer semester B 2007 (Off-campus)
Parkville Summer semester B 2007 (On-campus)


This unit provides students with an understanding of the theories, concepts and practices that underpin customer relationship development and the sales function in general and in the pharmaceutical and healthcare industry in particular. The unit is designed to respond to the needs of leading players in the pharmaceutical industry and its peak body representatives, for skilled sales professionals.


The learning goals associated with this unit are to:


Group and individual assignments: 60%
Examination (2 hours): 40%

Contact hours

39 contact hours.


Students must be enrolled in course code 3464.


Students must have passed VCD1201, VCD1201 or MKX9170.