Area: | School of Marketing |
Credits: | 25.0 |
Contact Hours: | 3.0 |
Lecture: | 1 x 3 Hours Weekly |
Prerequisite(s): | 10850 (v.4) Marketing 100 or any previous version
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Other Requisite(s): | Admission: into Commerce Honours Program
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Syllabus: | The four sales activities common to most sales positions will be treated in this order - acquiring a broad grasp of market needs and how far competitive offerings meet them, obtaining, planning, and guiding the sales interview, psychological aspects of product presentation, post - selling responsibilities. |
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Unit Outcomes: | On successful completion of this unit students will have- Understanding of the role of selling and partnering in the business environment. Become more informed regarding the social, legal and ethical issues in selling. Understood the relationship that exists between sales force objectives, budgets, sales quotas, time and territory management. Gained an insight into the importance of recruitment and selection of sales staff. Understood the concepts of motivation and leadership in a sales environment. Developed an understanding of analyzing sales and marketing costs. |
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: | No prescribed references. |
Unit Texts: | Futrell, C.M. (2001). Sales Management: Teamwork, Leadership and Technology. (sixth edition). Harcourt Publishers. |
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Unit Assessment Breakdown: | Individual Assignment 40%, Group Assignment and Presentation 40%, Tutorial Participation and Attendance 20%. 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 | | |
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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