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
