Monash University Handbook 2011 Undergraduate - Unit

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.

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 goals associated with this unit are to:

1. evaluate different selling situations and select appropriate selling approaches to implement
2. demonstrate an ability to communicate and negotiate persuasively and professionally in a sales setting
3. apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
4. recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

Assessment

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

Chief examiner(s)

Kimble Montagu

Contact hours

3 hours per week

Prerequisites

MKF1120 or MKW1120

Prohibitions

MKG3442