MKF3471 - Sales management and negotiation - 2017

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.

The learning goals associated with this unit are to:

1. evaluate different selling situations and select appropriate selling approaches to implement
2. demonstrate an ability to communicate and negotiate persuasively and professionally in a sales setting
3. apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
4. recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

Within semester assessment: 60% + Examination: 40%

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.

See also Unit timetable information

Mr Peter Wagstaff

MKF1120 or MKW1120

MKG3442, MKW3442