MKW3442 - Sales management

Leader(s): Dr Rowan Kennedy

Offered

Berwick First semester 2009 (Day)
Gippsland First semester 2009 (Day)
Gippsland First semester 2009 (Off-campus)
Singapore First semester 2009 (Off-campus)

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.

Objectives

The learning goals associated with this unit are to:

• examine communication, relationship building and negotiation alternatives in a selling and organisational context
• analyse the theoretical basis of an effective sales and planning organisation evaluate the practical importance of setting goals and objectives suitable to a modern sales environment
• critically analyse strategies that might be used for the recruiting, selection, training and on-going development of sales staff
• compare the theoretical and practical requirements for leading, controlling and evaluating a sales team
• critically evaluate the importance of the ethical behaviour of a sales manager.

Assessment

Within semester assessment: 50%
Examination (3 hours): 50%

Contact hours

3 hours class contact or equivalent per week

Prerequisites

MKW2402