Hobart
This unit has been discontinued.
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 2020
Unit name | Sales Management and Personal Selling |
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Unit code | BMA609 |
Credit points | 12.5 |
Faculty/School | College of Business & Economics Tasmanian School of Business and Economics |
Discipline | Marketing |
Coordinator | |
Available as student elective? | No |
Breadth Unit? | No |
Availability
Note
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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.
* 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).
Learning Outcomes
LO1 | Explain and apply theories and concepts underpinning sales management and personal selling. |
LO2 | Develop a sales management plan. |
LO3 | Identify and analyse the ethical and social issues associated with sales management and personal selling. |
LO4 | Develop implementation plans and assess sales strategy decisions for sales management and personal selling. |
Fees
Requisites
Prerequisites
N/A
Co-requisites
N/A
Mutual Exclusions
You cannot enrol in this unit as well as the following:
N/A
Teaching
Teaching Pattern | Please see the unit outline for details. |
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Assessment | Case Study (30%), Essay (30%), Group Role Play (40%). |
Timetable | View the lecture timetable | View the full unit timetable |
Textbooks
Required | Please see the unit outline for details. |
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The University reserves the right to amend or remove courses and unit availabilities, as appropriate.