Course Title: Personal Selling and Sales Management

Part A: Course Overview

Program: C4121

Course Title: Personal Selling and Sales Management

Portfolio: BUS

Nominal Hours: 50.0

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Course Code




Learning Mode

Teaching Period(s)


City Campus


650T TAFE Business

Face-to-Face or Workplace

Course Contact: Jack Shearer

Course Contact Phone: +61 3 9925 5433

Course Contact Email:

Course Description

This unit covers the establishment, maintenance and improvement of client relationships to support attainment of key business outcomes.  Specifically, it aims to assist students to build communications and sales negotiation skills plus sales management techniques required by Salespeople and Sales Managers. It will demonstrate the relationship between selling and marketing. This course contains elements of a number of Communication, Buyer Behaviour, Marketing, and Management Skills and is an integral part of the total program. 

Pre-requisite Courses and Assumed Knowledge and Capabilities


National Competency Codes and Titles

National Element Code & Title:

BSBMKG406A Build client relationships


Establish client relationship management strategies

Initiate interpersonal communications with clients.

Maintain and improve ongoing relationships with clients

Learning Outcomes

On completion of this course, students will be able to demonstrate key underpinning knowledge and skills in specialised areas:
• Relevant legislation impacting business operations
• Understanding of client service standards
• Knowledge of key concepts in the communication process
• Understanding of the range of verbal non-verbal communication techniques which can be used to convey meaning
• Knowledge of strategies for determining the extent to which client requirements are being met.
In addition, students will be able to:
• Determine client needs and preferences
• Demonstrate active listening and questioning skills
• Information management skills, including the ability to summarise information though written and verbal means
• Networking skills
• Literacy skills used in the clarification of issues
• Ability to relate to people from a range of social, cultural and ethnic backgrounds and physical and mental abilities

Overview of Assessment

Report: Interview a Sales Manager, 30%
Presentations: Oral Presentations, 30%
Report: Detailed Journal, 40%