Course Title: Sales Negotiation and Management
Part A: Course Overview
Course Title: Sales Negotiation and Management
Credit Points: 12
Course Code |
Campus |
Career |
School |
Learning Mode |
Teaching Period(s) |
MKTG1110 |
City Campus |
Postgraduate |
625H Economics, Finance & Marketing |
Face-to-Face |
Sem 2 2006 |
Course Coordinator: Dr Brian Monger
Course Coordinator Phone: +61 3 9925 5858
Course Coordinator Email:monger@marketing.org.au
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.