Monash University Handbook 2010 Postgraduate - Unit

Synopsis

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.

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 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.

Assessment

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

Contact hours

3 hours class contact or equivalent per week

Prerequisites

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