Authorised by Academic Registrar, April 1996
Objectives On completion of this subject students should be able to explain the role and importance of interpersonal contacts in the marketing process; explain the different types of interpersonal contacts that occur between the customer and the organisation; demonstrate interpersonal skills in making a presentation to a group; demonstrate persuasive interpersonal skills in a simulated negotiation; describe social interaction and its major elements in a business context; critically evaluate different selling techniques and select appropriate techniques contingent on the organisational situation; explain and describe techniques and procedures involved in the management of `boundary' positions in organisations.
Synopsis 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.
Assessment Assignment (6000 words): 60% + Examination (2 hours): 40%