MKF3471 · Sales management and negotiation

Overview

Customer contact and relations. A broad overview of the sales area focusing on business to business and person to person activities. Issues include interpersonal persuasion and influence. In addition to these knowledge-based topics, the unit exposes you to practical interpersonal skills involving persuasive group presentations, negotiations and sales. It covers areas of management, which focus on buying-centre/selling team relationships. There is a focus on the relationship between the functions of marketing and sales within organisations and the effect on corporate performance.

Offerings

Assessment

The Handbook does not list a final examination among the assessment items. That is not a guarantee there is none.

Assessment details may change. Please refer to the assessment information in Moodle closer to the start of the teaching period.

Requisites

Learning outcomes

1. evaluate different selling situations and select appropriate selling approaches to implement
2. demonstrate an ability to communicate and negotiate persuasively and professionally in a sales setting
3. apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
4. recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

Workload

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. You are expected to complete all pre-class activities prior to your scheduled class, and post-class activities should be completed after your scheduled class. Learning activities may include a combination of teacher directed, peer directed and online engagement activities.

Student experience, not official rules. Nothing here changes what the Handbook says.