UNIT INFORMATION
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This unit information may be updated and amended immediately prior to semester. To ensure you have the correct outline, please check it again at the beginning of semester.
| MKT5600 | Selling and Sales Management | ||
| SCHOOL OF BUSINESS | |||
| Credit Points: 15 | |||
| Prerequisites: | |||
| MKT5100 | Marketing Principles and Practices | ||
| Description: | |||
The sales function of an organisation and how it is managed can be crucial to its success. This unit will give students an understanding of the sales function and the management of this process within an organisation from a marketing perspective. It will include theoretical and practical aspects of business to business selling with a focus on relationship selling as a means of developing strong business partnerships. Students should be able to identify the most critical elements of a sales management role in order to train, recruit, develop and assess a sales team. Full Unit Outline | |||
This Unit is part of the following Courses / Unit Sets | |||
| S53 | Graduate Diploma of Business (Marketing) | ||
| I40 | Master of Professional Marketing | ||
| 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: | |||
| http://intranet.ecu.edu.au/student/support/student-equity | |||
Last Updated - Higher Education: 30/04/2009 VET: 30/04/2009