units

MKF3471

Faculty of Business and Economics

Undergraduate - Unit

This unit entry is for students who completed this unit in 2013 only. For students planning to study the unit, please refer to the unit indexes in the the current edition of the Handbook. If you have any queries contact the managing faculty for your course or area of study.

print version

6 points, SCA Band 3, 0.125 EFTSL

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LevelUndergraduate
FacultyFaculty of Business and Economics
Organisational UnitDepartment of Marketing
OfferedCaulfield First semester 2013 (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.

Outcomes

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 and negotiate persuasively and professionally in a sales setting
  3. apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
  4. recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

Assessment

Within semester assessment: 60%
Examination: 40%

Chief examiner(s)

Contact hours

3 hours per week

Prerequisites

Prohibitions