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
|
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. |
| |
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. |
Texts and references listed below are for your information only and current as of September 30, 2003. Some units taught offshore are modified at selected locations. Please check with the unit coordinator for up-to-date information and approved offshore variations to unit information before finalising study and textbook purchases. |
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. |
| |
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. |
Field of Education: | 80500 Sales and Marketing (Narrow Grouping) | HECS Band (if applicable): | 2 |
|
Extent to which this unit or thesis utilises online information: | Not Categorised | Result Type: | Grade/Mark |
|
Availability
| 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 | | |
Area
External | refers to external course/units run by the School or Department, offered online or through Web CT, or offered by research. |
Central
External | refers to external course/units run through the Curtin Bentley-based Distance Education Area |
|
