units

MKF5391

Faculty of Business and Economics

Postgraduate - 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

To find units available for enrolment in the current year, you must make sure you use the indexes and browse unit tool in the current edition of the Handbook.

LevelPostgraduate
FacultyFaculty of Business and Economics
Organisational UnitDepartment of Marketing
OfferedCaulfield Summer semester B 2013 (On-campus block of classes)
Coordinator(s)Mr Kimble Montagu

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.

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 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.

Assessment

Within semester assessment: 60%
Examination: 40%

Chief examiner(s)

Contact hours

3 hours per week

Prerequisites

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