MKF5391 - Sales management - 2017

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.

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 in a persuasive and professional manner to a group or to an individual whether during a formal presentation or otherwise
3. apply appropriate writing skills to produce quality business reports
4. recall the key elements of sales management, personal and selling, specific to business relationships.

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 Kimble Montagu

Students must have passed one of the following: MKX9160, MKF5916 or MKX5955, OR be enrolled in course B6010 or 4431 before undertaking this unit.