Course Title: B2B Sales Strategy

Part A: Course Overview

Course Title: B2B Sales Strategy

Credit Points: 12.00


Course Code




Learning Mode

Teaching Period(s)


City Campus


625H Economics, Finance and Marketing


Sem 1 2006,
Sem 2 2006,
Sem 1 2007,
Sem 2 2007,
Sem 1 2008,
Sem 2 2008,
Sem 1 2009,
Sem 2 2009,
Sem 1 2010,
Sem 2 2010,
Sem 1 2011,
Sem 2 2011,
Sem 1 2012,
Sem 2 2012,
Sem 1 2013,
Sem 2 2013,
Sem 1 2014,
Sem 2 2014,
Sem 1 2015,
Sem 2 2015,
Sem 1 2018,
Sem 2 2018,
Sem 1 2019,
Sem 2 2019,
Sem 1 2020,
Sem 2 2020,
Sem 1 2021,
Sem 1 2022,
Sem 1 2023,
Sem 1 2024


Singapore Inst of Management


625H Economics, Finance and Marketing


Offsh 3 09,
Offsh 1 10,
Offsh 3 10,
Offsh 1 11,
Offsh 3 11,
Offsh1 12,
Offsh3 12,
Offsh3 13,
Offsh1 14,
Offsh3 14,
Offsh1 15,
Offsh3 15,
Offsh3 18,
Offsh1 19,
Offsh3 19,
Offsh1 20,
Offsh3 20,
Offsh1 21,
Offsh3 21,
Offsh1 22,
Offsh3 22,
Offsh1 23,
Offsh3 23,
Offsh1 24

Course Coordinator: Dr Kieran Tierney

Course Coordinator Phone: +61 3 9925 5742

Course Coordinator Email:

Course Coordinator Location: Building 80, Level 11, Room 40

Pre-requisite Courses and Assumed Knowledge and Capabilities

Required Prior Study
008953 - Marketing Principles


Course Description

In this course you will gain knowledge of sales theory and effective sales strategies and tactics. In practical exercises, you will apply theory to specific communication, selling or negotiation situations. The exercises will refine and advance your general communication and teamwork skills including listening, persuasion, collaboration, networking, and oral and written presentation.

The knowledge and skills that you will acquire in this course are not only useful for a career in sales, but they will help you in any contexts where you need to persuade others (e.g. your job interview) and find viable business opportunities (e.g. your entrepreneurial business endeavour).

Objectives/Learning Outcomes/Capability Development


On successful completion of this course you will be able to:

  1. Effectively communicate with your sales colleagues and other marketing professionals drawing on a broad range of sales concepts, processes and best practices.
  2. Select and adopt appropriate sales concepts, process and best practices to generate successful sales.
  3. Work effectively as a sales professional and as part of a sales team drawing on the results of your independent learning, and application of teamwork, problem solving and adaptation skills.
  4. Develop an appropriate sales or negotiation approach for a particular client and communication objective.

Overview of Learning Activities

Your learning in this course will be supported through various in-class and online activities comprising individual and group work. These may include quizzes; assignments; prescribed readings; sourcing, researching and analysing specific information; solving problems; conducting presentations; debating selected topics; producing written work and collaborating with peers on set tasks or projects.

Overview of Learning Resources

Various learning resources are available online through MyRMIT Studies\Canvas. These may include topic notes and slides, study schedule, assessment details, links to relevant internet information, readings, and communication tools to collaborate and share information with your peers. Resources are also available online through RMIT Library databases and other facilities.

Resources are also available online through RMIT Library databases and other facilities. Visit the RMIT library website for further details. Assistance is available online via our chat and email services, face to face at our campus libraries or via the telephone on (03) 9925 2020.

Additional resources to assist your learning will be made available to you as required during the teaching period.

Overview of Assessment

The assessment tasks, their weighting and the course learning outcomes to which they are aligned are as follows:

Assessment Task 1: 15%
Linked CLOs: 2, 3

Assessment Task 2: 35%
Linked CLOs: 2, 3, 4

Assessment Task 3: 50%
Linked CLOs: 1, 2, 3

Feedback will be provided throughout the semester in class and/or in online forums through individual and group feedback on practical exercises and by individual consultation.