Courses & Units

Sales Management and Personal Selling BMA609



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.


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

Dr Marcus Bai

Teaching staff

Dr Marcus Bai

Available as student elective? No
Breadth Unit? No


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


International students
Domestic students

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Key Dates

Study Period Start date Census date WW date End date
Semester 2 13/7/2020 10/8/2020 31/8/2020 18/10/2020

* 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 2020 are indicative and subject to change. Finalised census dates for 2020 will be available from the 1st October 2020.

About Census Dates



Band CSP Student Contribution Full Fee Paying (domestic) Field of Education
3 2020: $1,394.00 2020: $2,702.00 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.





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