Macquarie University

Sales Management - MKTG307

Sales is an important function in any commercial organisation. Sales professionals play a critical role in generating revenues and improving a firm's bottom line. Personal selling and negotiation skills are critical to firm’s sales and the proper implementation of marketing and sales strategies. Increasingly the evolution of the sales role is driven by technology and changes in how firms manage relationships with customers at the frontline. Much of the effort put into customer development, a key role of sales, involves a deep understanding of the customer’s business, as well as the customer’s industry more generally, while the ability to sell and make sales remains an overarching priority. Superior personal selling skills guide sales professionals in aligning their organisations offering with customers’ needs, and helping them overcome their problems and challenges, and creating value for both customer and selling firm.

This unit focuses on theories and concepts underpinning how firms organise and plan the selling effort, and on developing students' knowledge of personal selling and negotiation. The unit will also address the sales tactics applied in B2B and B2C, how to start a dialogue with customers and close sales to achieve sales objectives. Students will develop effective oral and written communication skills, as well as teamwork skills, necessary for successful sales.