Sales Management

Course aim

To develop in students a sound knowledge of the role of personal selling within the overall marketing function, and of the leadership and management responsibilities of sales managers at different levels within the sales division, in the context of selling to channel partners as well as end users.

Course content

The role of personal selling in marketing. The buyer-seller dyad and steps in the sales process. The sales presentation and negotiation skills. Technology and its impact on personal selling. Principles of sales management including selecting, training, deploying, evaluation and compensating the sales force. The role of the distribution channels in consumer and industrial marketing systems. Power and conflict in channel relationships. Customer relationship management and customer service.

Textbook(s)

Hair, J F, Anderson, R E, Mehta, R & Babin, B J 2009, Sales management: building customer relationships and partnerships, -, Houghton Mifflin, Boston, MA

Prerequisite(s)

Nil

Corequisite(s)

Nil

Teaching method

Component	Duration
INTERNAL, CITY WEST
Seminar	3 hours x 10 weeks
EXTERNAL, CITY WEST, DISTANCE EDUCATION
External	Ongoing x 11 weeks
External (Online staff consultation and discussion boards)	Ongoing x 11 weeks

Note: These components may or may not be scheduled in every study period. Please refer to the timetable for further details.

Assessment

Examination, Major Assignment, Online Weekly Discussion

Fees

EFTSL*: 0.125
Commonwealth Supported program (Band 3)
To determine the fee for this course as part of a Commonwealth Supported program, go to:
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Fee-paying program for domestic and international students
International students and students undertaking this course as part of a postgraduate fee paying program must refer to the relevant program home page to determine the cost for undertaking this course.

Non-award enrolment
Non-award tuition fees are set by the university. To determine the cost of this course, go to:
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Not all courses are available on all of the above bases, and students must check to ensure that they are permitted to enrol in a particular course.

* Equivalent Full Time Study Load. Please note: all EFTSL values are published and calculated at ten decimal places. Values are displayed to three decimal places for ease of interpretation.