MKX9180 - Customer relationship development for pharmaceutical sales

Offered

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

Synopsis

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.

Objectives

The learning goals associated with this unit are to:

• understand the development of relationship marketing thinking and theory
• construct realistic sales goals and objectives for different types of pharmaceutical and healthcare selling situations
• design sales strategies focusing on business to business communication, including customer identification and relationship building
• demonstrate an ability to communicate in a persuasive and professional manner via sales presentations and sales proposals
• assess and apply appropriate negotiation techniques that produce mutually beneficial outcomes within the framework of the pharmaceutical and healthcare industry.

Assessment

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

Contact hours

39 contact hours.

Prerequisites

Students must be enrolled in course code 3464.

Co-requisites

Students must have passed VCD1201, VCD1201 or MKX9170.