12469 (v.2) Professional Selling and Sales Management 569
| Area: | School of Marketing |
| Credits: | 25.0 |
| Contact Hours: | 3.0 |
| Seminar: | 1 x 3 Hours Weekly |
| Syllabus: | Investigates the qualities and skills required in sales and sales management. The experiential learning exercises and case studies in this course are designed to enhance your ability to apply and implement sales concepts in business situations |
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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. |
| Text and references listed above are for your information only and current as of September 30, 2003. Please check with the unit coordinator for up-to-date information. |
| Unit References: | No prescribed references. |
| Unit Texts: | Futrell, C.M. (2001). Sales Management: Teamwork, Leadership and Technology. (sixth edition.). Sydney, Harcourt. |
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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. |
| Year | Location | Period | Internal | Area External | Central External | | 2004 | Bentley Campus | Semester 1 | Y | | | | 2004 | Bentley Campus | Short Period 9 | Y | | | |
Current as of: February 2, 2004
CRICOS provider code 00301J
