MKB3801 Sales and distribution
Faculty of Business and Economics
MKB3801 Sales and distribution is a level 3, 6-credit-point, undergraduate unit from the Faculty of Business and Economics, offered in 2020 in Semester 1 at Peninsula. It needs MKW1120, MKS1120, MKB1700, MKF1120 or MKC1200.
- Credit points
- 6
- Offered in 2020
- Semester 1
- Peninsula
- Workload
- 144 hours
- per semester
This is the 2020 handbook entry. See the 2023 entry.
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Requisites
Before MKB3801
After MKB3801
No unit lists MKB3801 as a prerequisite in the 2020 handbook.
Overview
Knowing how to effectively design and manage distribution channels and sales functions are core elements in the creation of customer value.
Students will acquire knowledge and skills in designing and managing distribution channels to meet organisational objectives. Specific focus will be given to understanding the role of the sales function within distribution channels and how this may differ across organisational contexts.
This unit will utilise business cases to help students achieve an in-depth understanding of why marketers must consider the dynamic nature of sales management and distribution channels when making strategic decisions.
Offerings in 2020
| Teaching period | Campus | Mode |
|---|---|---|
| First semester | Peninsula | On campus |
Learning outcomes
When you finish this unit, you should be able to:
- 1
explain the factors involved in designing and coordinating marketing channels in a variety of organisational contexts
- 2
describe the dynamics of different selling situations
- 3
critique and recommend effective sales strategies across different organisational contexts
- 4
explain how sales management functions are integrated into channel management
- 5
evaluate the potential for sales management and marketing channels to contribute to the creation of customer value.
Workload and teaching
Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. The unit requires on average three/four hours of scheduled activities per week. Scheduled activities may include a combination of teacher directed learning, peer directed learning and online engagement.
Where it fits
MKB3801 is part of 2 areas of study in the 2020 handbook.
Contacts
- Chief Examiners
- Mr Manir Zaman
Common questions
What are the prerequisites for MKB3801?
You need MKW1120, MKS1120, MKB1700, MKF1120 or MKC1200 before you enrol.
When is MKB3801 offered?
In 2020, MKB3801 runs in Semester 1 at Peninsula.
How much work is MKB3801?
The handbook expects about 144 hours of study across the semester. No students have rated its difficulty yet.
Which majors and minors include MKB3801?
MKB3801 is part of Marketing and communications.