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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 2020

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

Available as student elective? No
Breadth Unit? No



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About Census Dates

Learning Outcomes

LO1Explain and apply theories and concepts underpinning sales management and personal selling.
LO2Develop a sales management plan.
LO3Identify and analyse the ethical and social issues associated with sales management and personal selling.
LO4Develop implementation plans and assess sales strategy decisions for sales management and personal selling.







Mutual Exclusions

You cannot enrol in this unit as well as the following:



Teaching Pattern

Please see the unit outline for details.


Case Study (30%), Essay (30%), Group Role Play (40%).

TimetableView the lecture timetable | View the full unit timetable



Please see the unit outline for details.

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