Sales and Distribution Management

Course aim

To explain to students the role of the sales function as a component of marketing communication, the personal selling process, the sales management process, channel management responsibilities of the sales force, and the role of distribution within the overall marketing strategy.

Course content

Sales management functions, including selection, direction, monitoring, evaluation, compensation and training of the sales force; the role of the sales force in channel management; ethics and trust; the importance of understanding household and organisational needs and buying processes; the business-to-business selling process; account management and enhancement of customer relationships; trends in channel power; distribution strategies, including selection of channel partners and appropriate levels of intensity of market coverage; distribution channel metrics; special issues relating to retail selling and sales management; and special issues relating to international sales and distribution.

Textbook(s)

Ingram, T N, LaForge, R W, Avila, R A, Schwepker, C H, Williams, M R and Rosenbloom, B 2014, Sales and Distribution Management, Cengage Learning EMEA, United Kingdom - eBook available

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
Workshop	2 hours x 13 Weeks
Webcast	1 Hour x 13 Weeks
EXTERNAL, CITY WEST, ONLINE
External (Including viewing of weekly webcast)	3 hours equivalent x 13 weeks
INTERNAL, CITY WEST (INTENSIVE)
Workshop	2.5 hours x Daily for 10 days
Webcast	1 hour x 13
INTERNAL, OFFSHORE, TAYLOR'S BUSINESS SCHOOL
Lecture	2 hours x 14 weeks
Tutorial	2 hours x 13 weeks
INTERNAL, OFFSHORE, M2 EDUCATION (SINGAPORE) PTE LTD
Workshop	2.5 hours x 10 weeks
INTERNAL, OFFSHORE, HONG KONG BAPTIST UNIVERSITY
Workshop	3 hours x 10 weeks

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

Assessment

Major essay, Online activities, Workshop participation , Written examination

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.