units

MKF3471

Faculty of Business and Economics

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Monash University Handbook 2010 Undergraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

LevelUndergraduate
FacultyFaculty of Business and Economics
OfferedCaulfield First semester 2010 (Evening)
Coordinator(s)Mr Kimble Montagu

Synopsis

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 students 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.

Objectives

The learning goals associated with this unit are to:

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

Assessment

Within semester assessment: 60%
Examination (3 hours): 40%

Chief examiner(s)

Kimble Montagu

Contact hours

3 hours class contact or equivalent per week

Prerequisites

MKF1120 or MKW1120