Sales management
Mr Shahid Yamin
6 points
* One 2-hour lecture and one 1-hour tutorial per week
*
Distance: approximately 12 hours per week
* First semester
* Gippsland
* Prerequisite: GBU1402
Objectives This subject aims to provide understanding of the theoretical and practical role of sales and service management.
Synopsis The scope of sales management, personal selling in the marketing mix, deployment and account coverage, sales force size/sales forecasting, personal selling, field sales management, compensation, evaluation and motivation, organising, recruitment and selection, training.
Assessment (distance) Written (5000 words): 50%
* Examination
(3 hours): 50%
Assessment (on campus) Written (3500 words): 40%
*
Examination (3 hours): 50%
* Tutorial: 10%
* Students must obtain a
satisfactory result in all areas of assessment.
Prescribed texts
Dalrymple D J and Cron W L Sales management 4th edn, Wiley, 1992
| Published by Monash University, Clayton, Victoria
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