Course Title: Sales Negotiation and Management

Part A: Course Overview

Course Title: Sales Negotiation and Management

Credit Points: 12

Course Code




Learning Mode

Teaching Period(s)


City Campus


625H Economics, Finance & Marketing


Sem 2 2006

Course Coordinator: Dr Brian Monger

Course Coordinator Phone: +61 3 9925 5858

Course Coordinator

Pre-requisite Courses and Assumed Knowledge and Capabilities

MKTG1100 - Marketing Management and Implementation and  MKTG 1101- Buyer Behaviour

Course Description

This subject introduces students to the study of the Personal Selling function and its management. Personal Selling is a major element of the promotional mix and is a significant element of most marketing strategies. The approach of this subject is to overview the overall management planning process of the Personal Selling function (Sales Management) and to show its implementation. The key elements of Personal Selling , Sales Management , both Traditional Transactional (personal representation and interpersonal skills - information, negotiation and persuasion) and Relationship Management (Service and Customer Relationship Management and Key Account Management) are included.

Objectives/Learning Outcomes/Capability Development

On completion of this subject, students should be able to:

1. Demonstrate an understanding of the Personal Selling (Sales) Management function within both the marketing and promotional mix
2. Understand the various forms of sales force organisation
3. Appreciate PSM involvement and role in marketing strategy, planning and implementation.
4. Undertake PSM analysis and planning.
5. Understand and plan for allocating sales department efforts and resources such as sales force size, composition and deployment.
6. Demonstrate an understanding of the processes involved in recruiting, selecting inducting and training of sales people.
7. Appreciate the leadership and management functions and the role and development of sales managers and supervisors.
8. Understand Customer Relationship Management and Key Account Management
9. Demonstrate a practical knowledge of requirements (personal selling methods) needed to implement a Personal Selling Strategy (Building Business; Developing and Using Interpersonal Communication Skills; Negotiation)

Overview of Learning Activities

Instruction will involve a combination of lectures, group discussion, tutorial exercises and discussion on the major project.

Overview of Learning Resources

TThese consist of the prescribed text, Journal articles, and interactive on-line learning centre.

Overview of Assessment

Based on two Individual and one group assignment and an end of semester test.