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MKT3235 Selling and Sales Management III
Credit Points: 15
MKT2222 Applied Marketing II
This unit will address theoretical and practical aspects of business to business personal selling and sales management issues within a relationship framework. It will include the process of personal selling to organisations in terms of: ethical sales practices; organisational buying; personal communication; the relationship or consultative selling process; and sales representative self-management. Sales management issues will include determining sales budgets, planning, training and directing the sales team as well as evaluating sales performance.

This Unit is part of the following Courses / Unit Sets
M25Bachelor of Marketing
MAMARMarketing Major
SMBMKTMarketing 10 Unit Supporting Major
MIMARMarketing Minor
Disability Standards for Education (Commonwealth 2005)
For the purposes of considering a request for Reasonable Adjustments under the Disability Standards for Education (Commonwealth 2005), inherent requirements for this subject are articulated in the Unit Description, Learning Outcomes, Graduate Attributes and Assessment Requirements of this entry. The University is dedicated to provide support to those with special requirements. Further details on the support for students with disabilities or medical conditions can be found at the Student Equity, Diversity and Disability Service website:

Last Updated - Higher Education: 18/11/2004