Undergraduate - UnitMKG3442 - 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.

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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.

Level	Undergraduate
Faculty	Faculty of Business and Economics
Organisational Unit	Department of Marketing
Offered	Gippsland First semester 2015 (Day) Gippsland First semester 2015 (Off-campus)
Coordinator(s)	Dr Vaughan Reimers

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:

critically analyse the effectiveness of marketing 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: 50%

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 Vaughan Reimers

Prerequisites

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

Prohibitions

MKW3442