MKB3801 - Sales and distribution - 2019

Knowing how to effectively design and manage distribution channels and sales functions are core elements in the creation of customer value.

Students will acquire knowledge and skills in designing and managing distribution channels to meet organisational objectives. Specific focus will be given to understanding the role of the sales function within distribution channels and how this may differ across organisational contexts.

This unit will utilise business cases to help students achieve an in-depth understanding of why marketers must consider the dynamic nature of sales management and distribution channels when making strategic decisions.

The learning goals associated with this unit are to:

1. explain the factors involved in designing and coordinating marketing channels in a variety of organisational contexts
2. describe the dynamics of different selling situations
3. critique and recommend effective sales strategies across different organisational contexts
4. explain how sales management functions are integrated into channel management
5. evaluate the potential for sales management and marketing channels to contribute to the creation of customer value.

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