6981 (v.3) Professional Selling 300

Area:

School of Marketing

Credits:

25.0

Contact Hours:

3.0

** The tuition pattern below provides details of the types of classes and their duration. This is to be used as a guide only. For more precise information please check your unit outline. **

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.

** To ensure that the most up-to-date information about unit references, texts and outcomes appears, they will be provided in your unit outline prior to commencement. **

Field of Education:

080500 Sales and Marketing (Narrow Grouping)

Funding Cluster:

02 - Accounting, Administration, Economics, Commerce

SOLT (Online) Definitions*:

Not Categorised
*Extent to which this unit or thesis utilises online information

Result Type:

Grade/Mark

Availability

Year	Location	Period	Internal	Partially Online Internal	Area External	Central External	Fully Online
2005	Bentley Campus	Semester 1	Y			Y
2005	Bentley Campus	Semester 2	Y			Y
2005	Joondalup Campus	Semester 1	Y
2005	Joondalup Campus	Semester 2	Y
2005	Metro College Malaysia	Semester 1	Y
2005	Metro College Malaysia	Semester 2	Y
2005	Miri Sarawak Campus	Semester 1	Y
2005	Mktg Inst of S'pore	Trimester 2A	Y

Area External	refers to external course/units run by the School or Department or offered by research.
Central External	refers to external and online course/units run through the Curtin Bentley-based Distance Education Area
Partially Online Internal	refers to some (a portion of) learning provided by interacting with or downloading pre-packaged material from the Internet but with regular and ongoing participation with a face-to-face component retained. Excludes partially online internal course/units run through the Curtin Bentley-based Distance Education Area which remain Central External
Fully Online	refers to the main (larger portion of) mode of learning provided via Internet interaction (including the downloading of pre-packaged material on the Internet). Excludes online course/units run through the Curtin Bentley-based Distance Education Area which remain Central External