mkt2smb sales management
SALES MANAGEMENT
MKT2SMB
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
PrerequisitesN/A
Co-requisitesN/A
Incompatible subjectsN/A
Equivalent subjectsN/A
Special conditionsN/A
Learning resources
Readings
| Resource Type | Title | Resource Requirement | Author and Year | Publisher |
|---|---|---|---|---|
| Readings | Professional Selling: A trust-based approach | Prescribed | Ingram, T., Lafarge, R., Avila, R., Schwepker, C., and Williams, M | THOMSON, 3RD EDITION 2006 |
Subject options
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