Sales and Distribution Management
Course Level Undergraduate
Area/Catalogue
MARK 2013
Course Level
Undergraduate
Offered Externally
Yes
Note: This offering may or may not be scheduled in every study period. Please refer to the timetable for further details.
Course ID
013610
Unit Value
4.5
University-wide elective course
No
Course owner
School of Marketing
Course Alert: This course is no longer available for enrolment
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:
How to determine your Commonwealth Supported course fee. (Opens new window)
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:
How to determine the relevant non award tuition fee. (Opens new window)
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.
Course Coordinators
Mr Neil Brown
Degrees this course is offered in
