6981 (v.3) Professional Selling 300


Area: School of Marketing
Credits: 25.0
Contact Hours: 3.0
 
** 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. **
 
Tutorial: 1 x 1.5 Hours Weekly
Seminar: 1 x 1.5 Hours Weekly
Equivalent(s): 300692 (v.4) MAR21 Professional Selling or any previous version
Prerequisite(s): 10850 (v.4) Marketing 100 or any previous version
 
Syllabus: The basic principles and latest research findings in professional selling. Topics covered include prospecting strategy, quality, approach, closing strategies and follow up. Negotiation and nonverbal skills will also be addressed.
 
** 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. **
 
Field of Education: 080500 Sales and Marketing (Narrow Grouping)
Funding Cluster: 02 - Accounting, Administration, Economics, Commerce
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
2005 Bentley Campus Semester 1 Y     Y  
2005 Bentley Campus Semester 2 Y     Y  
2005 Joondalup Campus Semester 1 Y        
2005 Joondalup Campus Semester 2 Y        
2005 Metro College Malaysia Semester 1 Y        
2005 Metro College Malaysia Semester 2 Y        
2005 Miri Sarawak Campus Semester 1 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