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.
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. |
|---|---|
| Timetable | View 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.