4830 (v.4) Sales Management 430

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

Other Requisite(s):

Admission: into Commerce Honours Program

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.

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). Harcourt Publishers.

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