3822 (v.7) Sales Management 330

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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
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 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.
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.
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:	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.
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.
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