Faculty of Business and Economics

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Monash University Handbook 2010 Postgraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

FacultyFaculty of Business and Economics
OfferedCaulfield Summer semester B 2010 (On-campus block of classes)
Coordinator(s)Mr Kimble Montagu


Topics include the nature, role and scope of sales management; the sales organisation; the selection, recruitment, training and development of sales people; the motivation, compensation and evaluation of sales people; the sales process; sales forecasting and estimating market potential; sales budgeting and profitability; planning sales territories; determining sales quotas and the optimum allocation of sales effort and resources.


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 in a persuasive and professional manner to a group or to an individual whether during a formal presentation or otherwise
  • apply appropriate writing skills to produce quality business reports
  • recall the key elements of sales management, personal and selling, specific to business relationships.


Within semester assessment: 60%
Examination (2 hours): 40%

Contact hours

3 hours class contact or equivalent per week


Students must have passed one of the following: MBA9006, MKX9550, MKX9160 or MKX5461 before undertaking this unit.