Undergraduate - UnitMKW3442 - Sales management

This unit entry is for students who completed this unit in 2012 only. For students planning to study the unit, please refer to the unit indexes in the the current edition of the Handbook. If you have any queries contact the managing faculty for your course or area of study.

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6 points, SCA Band 3, 0.125 EFTSL

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

Level	Undergraduate
Faculty	Faculty of Business and Economics
Offered	Berwick First semester 2012 (Day) Gippsland First semester 2012 (Day)
Coordinator(s)	Mr Manir Zaman

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.

Outcomes

The learning goals associated with this unit are to:

examine communication, relationship building and negotiation alternatives in a selling and organisational context
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
critically analyse strategies that might be used for the recruiting, selection, training and on-going development of sales staff
compare the theoretical and practical requirements for leading, controlling and evaluating a sales team
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