Leader: Mr Peter Wagstaff

Offered

Caulfield First semester 2008 (Evening)

Synopsis

Customer contact and relations. A broad overview of the sales area focusing on business to business and person to person activities. Issues include interpersonal persuasion and influence. In addition to these knowledge-based topics, the unit exposes students to practical interpersonal skills involving persuasive group presentations, negotiations and sales. It covers areas of management, which focus on buying-centre/selling team relationships. There is a focus on the relationship between the functions of marketing and sales within organisations and the effect on corporate performance.

Objectives

The learning objectives of this unit are to:

• evaluate different selling situations and select appropriate selling approaches to implement;
• demonstrate an ability to communicate and negotiate persuasively and professionally in a sales setting;
• apply the key elements of Sales Management, Personal Selling and Negotiation theory, specific to business relationships;
• recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

Assessment

Within semester assessment: 60%
Examination (3 hours): 40%

Contact hours

3 Hours class contact or equivalent per week

Prerequisites

MKF1120 or MKW1120