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

The scope of sales management, personal selling in the marketing mix, deployment and account coverage, sales force size/sales forecasting, personal selling, field sales management, compensation, evaluation and motivation, organising, recruitment and selection, training.

Objectives

The learning goals associated with this unit are to:

1. examine communication, relationship building and negotiation alternatives in a selling and organisational context
2. analyse the theoretical basis of an effective sales and planning organisation evaluate the practical importance of setting goals and objectives suitable to a modern sales environment
3. critically analyse strategies that might be used for the recruiting, selection, training and on-going development of sales staff
4. compare the theoretical and practical requirements for leading, controlling and evaluating a sales team
5. critically evaluate the importance of the ethical behaviour of a sales manager.

Assessment

Within semester assessment: 50%
Examination (3 hours): 50%

Chief examiner(s)

Mr Manir Zaman

Contact hours

3 hours per week

Prerequisites

Students must have passed MKG2402 or MKW2402 before undertaking this unit.

Prohibitions

MKG3442