Area: | School of Marketing |
Credits: | 25.0 |
Contact Hours: | 3.0 |
Seminar: | 1 x 3 Hours Weekly |
Equivalent(s): | 300693 (v.1) MAR22 Sales Management
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Prerequisite(s): | 10850 (v.4) Marketing 100 or any previous version
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Syllabus: | Detailed investigation of the sales management process. It balances the practical and academic and provides a foundation for understanding the sales management function or building a marketing career. Issues covered include the sales process, recruiting, compensation, training and sales force design. |
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Unit Outcomes: | On successful completion of this unit students will have- Understanding of the role of the sales management process in today's business environment. Understood the personal selling function, and different sales roles. Become able to define the strategic role of the sales function. Determined the relationship between personal selling and organizational strategies at the corporate, business, marketing and sales levels. Understood sales organization structures examining sales force size and territory management. Understood the importance of the recruitment and selection process to the well being of the organization. Understood the different leadership types and how to motivate staff. Determined sales force effectiveness and performance. |
Texts and references listed below are for your information only and current as of September 30, 2003. Some units taught offshore are modified at selected locations. Please check with the unit coordinator for up-to-date information and approved offshore variations to unit information before finalising study and textbook purchases. |
Unit References: | Futile, C. (1998). Sales Management. (fourth edition). Dryden. Patty, C.R. and Hite, R. (1988). Managing Salespeople. Sydney, Prentice Hall. Churchill, G.A., Ford, N.M. and Walker, O.C. (1985). Sales Force Management. Sydney McGraw Hill. Still, R.R., Cundiff, E.W. and Govoni, N.A. (1988). Sales Management. (fifth edition). Sydney, Prentice Hall. |
Unit Texts: | Ingram and LaForge. (2001). Sales Management: Analysis and Decision Marking. (fourth edition). HBJ. |
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Unit Assessment Breakdown: | Individual Assignment 25%, Goup Assignment and Presentation: Presentation (30%) Written Report (10%) 40%, Tutorial Participation and Attendance (Individual) 10 %, Final Examination 25 %. This is done by grade/mark assessment. |
Field of Education: | 80500 Sales and Marketing (Narrow Grouping) | HECS Band (if applicable): | 2 |
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Extent to which this unit or thesis utilises online information: | Not Categorised | Result Type: | Grade/Mark |
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Availability
| Year | Location | Period | Internal | Area External | Central External | | 2004 | Bentley Campus | Semester 1 | Y | | Y | | 2004 | Bentley Campus | Semester 2 | Y | | Y | | 2004 | Bentley Campus | Summer Period | Y | | | | 2004 | Joondalup Campus | Semester 1 | Y | | | | 2004 | Joondalup Campus | Semester 2 | Y | | | | 2004 | Metro College Malaysia | Semester 1 | Y | | | | 2004 | Metro College Malaysia | Semester 2 | Y | | | | 2004 | Metro College Malaysia | Summer Period | Y | | | | 2004 | Mktg Inst of S'pore | Trimester 1A | Y | | | | 2004 | Mktg Inst of S'pore | Trimester 2A | Y | | |
Area
External | refers to external course/units run by the School or Department, offered online or through Web CT, or offered by research. |
Central
External | refers to external course/units run through the Curtin Bentley-based Distance Education Area |
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