Sales Management - MKTG307
Sales is an important function in any commercial organization. Superior personal selling skills guide sales professionals in aligning their organizations’ offerings with customers’ needs, and helping organizations overcome problems and challenges by creating value for both customer and selling firm. Increasingly the evolution of the sales role is driven by technology and changes in how firms manage relationships with customers at the frontline.
This unit develops students’ knowledge of theories and concepts underpinning how firms organize and plan the selling effort. It also focuses on developing students' knowledge of personal selling and negotiation, addressing the sales tactics applied in B2B and B2C, how to start a dialogue with customers and close sales to achieve sales objectives. Students develop effective oral and written communication skills, as well as teamwork skills, necessary for successful sales.
| Credit Points: | 3 |
| When Offered: | S2 Evening - Session 2, North Ryde, Evening |
| Staff Contact(s): | Dr Con Korkofingas |
| Prerequisites: |
(STAT150 or STAT170 or STAT171 or PSY122) and 6cp at 200 level including (MKTG202 or MKTG203 or MKTG204 or MKTG208 or MKTG210 or MKTG213) |
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| Assessed As: | Graded |
| Offered By: | Department of Marketing Faculty of Business and Economics |
Course structures, including unit offerings, are subject to change.
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