Courses & Units

Sales Management and Personal Selling BMA609

Hobart

Introduction

Sales management and personal selling are critical to organisational success, especially in highly competitive markets. Good personal selling skills guide sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value for both the customer and seller. Sales management skills are critical in developing compensation packages, and in training and motivation programs to make the organisation's selling efforts more efficient and effective.

This unit focuses on developing students' knowledge of personal selling and sales management as activities charged with securing, developing, and maintaining profitable long-term relationships with customers. The unit will develop students' knowledge of selling activities that create, communicate, and deliver value to customers. The unit focuses on the principles of creating and managing customer relationships both by face-to-face seller-buyer interactions, and through technology-mediated environments. The unit will prepare students to become effective and ethical sales managers in today's highly competitive, global economy by integrating current technology, research, and strategic thinking.

Summary

Unit name Sales Management and Personal Selling
Unit code BMA609
Credit points 12.5
Faculty/School Tasmanian School of Business & Economics (TSBE)
TSBE
Discipline Marketing
Coordinator

Dr Sumeet Sharma

Teaching staff

Available as student elective? No
Breadth Unit? No

Availability

Location Study period Attendance options Available to
Hobart Semester 2 On-Campus Off-Campus International International Domestic Domestic

Key

On-campus
Off-Campus
International students
Domestic students
Note

Units are offered in attending mode unless otherwise indicated (that is attendance is required at the campus identified). A unit identified as offered by distance, that is there is no requirement for attendance, is identified with a nominal enrolment campus. A unit offered to both attending students and by distance from the same campus is identified as having both modes of study.

Special approval is required for enrolment into TNE Program units.

TNE Program units special approval requirements.

Key Dates

Study Period Start date Census date WW date End date
Semester 2 16/7/2018 10/8/2018 3/9/2018 21/10/2018

* The Final WW Date is the final date from which you can withdraw from the unit without academic penalty, however you will still incur a financial liability (see withdrawal dates explained for more information).

Unit census dates currently displaying for 2018 are indicative and subject to change. Finalised census dates for 2018 will be available from the 1st October 2017.

About Census Dates

Fees

Domestic

Band CSP Student Contribution Full Fee Paying (domestic) Field of Education
3 2017: $1,324.00 2017: $2,438.00 080505

Fees for next year will be published in October. The fees above only apply for the year shown.

Please note: international students should refer to this page to get an indicative course cost.

Requisites

Prerequisites

Teaching

Assessment

Please see the unit outline for details.

TimetableView the lecture timetable | View the full unit timetable

Textbooks

Required

Please see the unit outline for details.

Co-op Bookshop links

The University reserves the right to amend or remove courses and unit availabilities, as appropriate.