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Curtin University
Courses Handbook 2011

This handbook contains information for courses and units at Curtin in 2011.
Information for current year courses and units is available at Courses Handbook 2010.

3822 (v.8) Sales Management 230

Note

Tutition Patterns

The tuition pattern below provides details of the types of classes and their duration. This is to be used as a guide only. For more precise information please check your unit outline.

Unit references, texts and outcomes

To ensure that the most up-to-date information about unit references, texts and outcomes appears, they will be provided in your unit outline prior to commencement.

Area: School of Marketing
Credits: 25.0
Contact Hours: 3.0
Lecture: 1 x 1.5 Hours Weekly
Tutorial: 1 x 1.5 Hours Weekly
Equivalent(s): 300693 (v.1) MAR22 Sales Management
Prerequisite(s): 10850 (v.4) Marketing 100 or any previous version
Syllabus: Detailed investigation of the sales management process. It balances the practical and academic while providing 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.
Field of Education: 080500 Sales and Marketing (Narrow Grouping)
SOLT (Online) Definitions*: Not Categorised
*Extent to which this unit or thesis utilises online information
Result Type: Grade/Mark

Availability

Year Location Period Internal Partially Online Internal Area External Central External Fully Online
2011 Bentley Campus Summer School Y        
2011 Bentley Campus Semester 1 Y        
2011 Bentley Campus Semester 1       Y  
2011 Bentley Campus Semester 2       Y  
2011 Bentley Campus Semester 2 Y        
2011 Sydney Campus Semester 1 Y        
2011 Sydney Campus Semester 2 Y        
2011 Charles Telfair Inst Mauritius Study Period 1 Y        
2011 Charles Telfair Inst Mauritius Semester 1 Y        
2011 INTI Intern'l College Penang Semester 1 Y        
2011 INTI Intern'l College Penang Semester 2 Y        
2011 INTI Intern'l College Penang Semester 2 Y        
2011 Metropolitan College Malaysia Study Period 1 Y        
2011 Metropolitan College Malaysia Semester 1 Y        
2011 Metropolitan College Malaysia Semester 2 Y        
2011 Miri Sarawak Campus Study Period 1 Y        
2011 Miri Sarawak Campus Semester 2 Y        
2011 Singapore Campus Semester 1 Y        
2011 Singapore Campus Semester 2 Y        
2011 Singapore Campus Summer Semester Y        
2011 UHK SPACE Admiralty Ctr Semester 1 Y        
2011 UHK SPACE Admiralty Ctr Summer Semester Y        
2011 UHK SPACE CIDP Semester 1 Y        
2011 UHK SPACE CIDP Semester 2A Y        

Area External refers to external course/units run by the School or Department or offered by research.

Central External refers to external and online course/units run through the Curtin Bentley-based Distance Education Area

Partially Online Internal refers to some (a portion of) learning provided by interacting with or downloading pre-packaged material from the Internet but with regular and ongoing participation with a face-to-face component retained. Excludes partially online internal course/units run through the Curtin Bentley-based Distance Education Area which remain Central External

Fully Online refers to the main (larger portion of) mode of learning provided via Internet interaction (including the downloading of pre-packaged material on the Internet). Excludes online course/units run through the Curtin Bentley-based Distance Education Area which remain Central External