MKTG307: Sales Management
MKTG307
Sales Management
S2 Evening 2014
Dept of Marketing and Management
Contents
General information
2
Learning outcomes
2
Assessment tasks
3
Delivery and resources
6
Unit schedule
7
Policies and procedures
11
Changes from previous offering
14
Research and practice
Macquarie University has taken all reasonable measures to ensure the information in this publication is accurate and up-to-date. However, the information may change or become out-dated as a result of change in University policies, procedures or rules. The University reserves the right to make changes to any information in this publication without notice. Users of this publication are advised to check the website version …show more content…
The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account
Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and
Motivating a Sales Team • Managing and Delivering Compensation Programs
http://unitguides.mq.edu.au/unit_offerings/25087/unit_guide/print
2
Unit guide MKTG307 Sales Management
2. To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
3. To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
4. To gain an insight into the various sales methodologies that an organisation may employ.
5. To review the role of the account manager/salesperson.
6. To analyse the sales team structure and how to build, train and manage that team.
Assessment tasks
Name
Weighting
Due
Class …show more content…
In addition, a number of other policies can be found in the Learning and Teaching Category of Policy
Central.
Student Code of Conduct
Macquarie University students have a responsibility to be familiar with the Student Code of
Conduct: https://students.mq.edu.au/support/student_conduct/
Student Support
Macquarie University provides a range of support services for students. For details, visit http://students.mq.edu.au/support/
Learning Skills
Learning Skills (mq.edu.au/learningskills) provides academic writing resources and study strategies to improve your marks and take control of your study.
• Workshops
http://unitguides.mq.edu.au/unit_offerings/25087/unit_guide/print
10
Unit guide MKTG307 Sales Management
• StudyWise
• Academic Integrity Module for Students
• Ask a Learning Adviser
Student Enquiry Service
For all student enquiries, visit Student Connect at ask.mq.edu.au
Equity
Sales Management
S2 Evening 2014
Dept of Marketing and Management
Contents
General information
2
Learning outcomes
2
Assessment tasks
3
Delivery and resources
6
Unit schedule
7
Policies and procedures
11
Changes from previous offering
14
Research and practice
Macquarie University has taken all reasonable measures to ensure the information in this publication is accurate and up-to-date. However, the information may change or become out-dated as a result of change in University policies, procedures or rules. The University reserves the right to make changes to any information in this publication without notice. Users of this publication are advised to check the website version …show more content…
The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account
Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and
Motivating a Sales Team • Managing and Delivering Compensation Programs
http://unitguides.mq.edu.au/unit_offerings/25087/unit_guide/print
2
Unit guide MKTG307 Sales Management
2. To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
3. To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
4. To gain an insight into the various sales methodologies that an organisation may employ.
5. To review the role of the account manager/salesperson.
6. To analyse the sales team structure and how to build, train and manage that team.
Assessment tasks
Name
Weighting
Due
Class …show more content…
In addition, a number of other policies can be found in the Learning and Teaching Category of Policy
Central.
Student Code of Conduct
Macquarie University students have a responsibility to be familiar with the Student Code of
Conduct: https://students.mq.edu.au/support/student_conduct/
Student Support
Macquarie University provides a range of support services for students. For details, visit http://students.mq.edu.au/support/
Learning Skills
Learning Skills (mq.edu.au/learningskills) provides academic writing resources and study strategies to improve your marks and take control of your study.
• Workshops
http://unitguides.mq.edu.au/unit_offerings/25087/unit_guide/print
10
Unit guide MKTG307 Sales Management
• StudyWise
• Academic Integrity Module for Students
• Ask a Learning Adviser
Student Enquiry Service
For all student enquiries, visit Student Connect at ask.mq.edu.au
Equity