MKG3442

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: MKG1402

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%
* Students must obtain a satisfactory result in all areas of assessment.
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

To be advised