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Handbooks Courses Units

MKF3471 - Sales management and negotiation

6 points, SCA Band 3, 0.125 EFTSL

Undergraduate Faculty of Business and Economics

Leader: Mr Peter Wagstaff


Caulfield First semester 2008 (Evening)


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.


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.


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

Contact hours

3 Hours class contact or equivalent per week


MKF1120 or MKW1120

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