This unit entry is for students who completed this unit in 2016 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.

MKF3471 - Sales management and negotiation

6 points, SCA Band 3, 0.125 EFTSL

Undergraduate - Unit

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

Faculty

Business and Economics

Organisational Unit

Department of Marketing

Coordinator(s)

Mr Kimble Montagu

Offered

Caulfield

First semester 2016 (Evening)

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.

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 and negotiate persuasively and professionally in a sales setting
apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

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.