Faculty of Business and Economics

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Monash University Handbook 2011 Postgraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.

FacultyFaculty of Business and Economics
OfferedCaulfield Summer semester B 2011 (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:

  1. evaluate different selling situations and select appropriate selling approaches to implement
  2. 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
  3. apply appropriate writing skills to produce quality business reports
  4. 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 per week


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