Postgraduate - UnitMKF5391 - Sales management

This unit entry is for students who completed this unit in 2015 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.

print version

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.

Level	Postgraduate
Faculty	Faculty of Business and Economics
Organisational Unit	Department of Marketing
Offered	Caulfield Summer semester B 2015 (On-campus block of classes)
Coordinator(s)	Mr Kimble Montagu

Synopsis

Topics include the nature, role and scope of sales management; the sales organisation; the selection, recruitment, training and development of sales people; the motivation, compensation and evaluation of sales people; the sales process; sales forecasting and estimating market potential; sales budgeting and profitability; planning sales territories; determining sales quotas and the optimum allocation of sales effort and resources.

Outcomes

The learning goals associated with this unit are to:

evaluate different selling situations and select appropriate selling approaches to implement
demonstrate an ability to communicate in a persuasive and professional manner to a group or to an individual whether during a formal presentation or otherwise
apply appropriate writing skills to produce quality business reports
recall the key elements of sales management, personal and selling, specific to business relationships.

Assessment

Within semester assessment: 60%
Examination: 40%

Workload requirements

Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. The unit requires on average three/four hours of scheduled activities per week. Scheduled activities may include a combination of teacher directed learning, peer directed learning and online engagement.

Chief examiner(s)

Dr Margaret Matanda

Prerequisites

Students must have passed one of the following: MBA9006, MKX9550, MKX9160 or MKX5461 before undertaking this unit.