| Area: | School of Marketing |
| Credits: | 25.0 |
| Contact Hours: | 3.0 |
| 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
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| Prerequisite(s): | 10850 (v.4) Marketing 100 or any previous version
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| 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. |
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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. Developed a comprehensive knowledge base of key selling principles. Developed sound communication skills that will be useful in a wide range of occupations. Become competent in the application of selling concepts and principles as they apply to real world business situations. |
| 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: | Manning, G.L. and Reece, B.L. (2000). Selling Today: Building Quality Partnerships. (eighth edition). Sydney, Prentice Hall. |
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| Unit Assessment Breakdown: | Individual Assignment (Theory Emphasis) 25%, Group Assignment and Presentation 40% - Presentation (30%) - Written Report (10%), 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 | 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 | Miri Sarawak Campus | Semester 1 | Y | | | |
