Not currently offered

Credit points: 15

Subject outline

This subject is designed to develop a students knowledge of personal selling and sales management from a marketing perspective. The nature of the personal selling process is examined in detail and the manner in which a firm's sales efforts are organised is discussed, together with the implementation and control of the sales force and programs. Ethical considerations of selling and legal and implications are evaluated. Contemporary developments in sales methods are examined and their impact evaluated against the organisation's marketing objectives and strategy.

FacultyFaculty of Business, Economics and Law

Credit points15

Subject Co-ordinatorPeter Lamb

Available to Study Abroad StudentsYes

Subject year levelYear Level 2 - UG

Exchange StudentsYes

Subject particulars

Subject rules



Incompatible subjectsN/A

Equivalent subjectsN/A

Special conditionsN/A

Learning resources


Resource TypeTitleResource RequirementAuthor and YearPublisher
ReadingsProfessional Selling: A trust-based approachPrescribedIngram, T., Lafarge, R., Avila, R., Schwepker, C., and Williams, MTHOMSON, 3RD EDITION 2006

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