units

MKW3442

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
OfferedBerwick First semester 2010 (Day)
Gippsland First semester 2010 (Day)
Gippsland First semester 2010 (Off-campus)
Singapore First semester 2010 (Off-campus)
Coordinator(s)Dr Rowan Kennedy

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%

Chief examiner(s)

Rowan Kennedy

Contact hours

3 hours class contact or equivalent per week

Prerequisites

MKW2402