Personal Selling

Course aim

To explain to students the role of personal selling as an element of marketing communication, the selling process, and major aspects of the sales management process.

Course content

Sales management functions, including selection, training, deployment, evaluation and compensation of the sales force; the role of the sales force in channel management; ethics and trust; the importance of understanding buyer behaviour; necessary communication skills in personal selling; the selling process, including prospecting, initiating customer relationships, effective sales presentations, negotiation and gaining commitment, account management and enhancement of customer relationships.

Textbook(s)

Nil

Prerequisite(s)

Common to all relevant programs
Subject Area & Catalogue Number	Course Name
MARK 1010	Marketing Principles: Trading and Exchange

Corequisite(s)

Nil

Teaching method

Component	Duration
INTERNAL, CITY WEST
Lecture	2 hours x 13 weeks
Tutorial	1 hour x 13 weeks
EXTERNAL, CITY WEST, DISTANCE EDUCATION
External (Moderated online student discussion board)	3 hours equiv x 13 weeks
INTERNAL, OFFSHORE, TAYLOR'S BUSINESS SCHOOL
Lecture	2 hours x 14 weeks
Tutorial	2 hours x 13 weeks
INTERNAL, OFFSHORE, HONG KONG BAPTIST UNIVERSITY (INTENSIVE)
Lecture	2.5 hours x 8 days
Tutorial	10 hours x across 14 weeks

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

Assessment

Group presentation, Major assignment, Minor individual assignment, Online discussions (fortnightly postings), Tutorial participation (based only on normal class preparation), Written examination

Fees

EFTSL*: 0.125
Commonwealth Supported program (Band 3A)
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.