MKF3471 Sales management and negotiation
Faculty of Business and Economics
MKF3471 Sales management and negotiation is a level 3, 6-credit-point, undergraduate unit from the Faculty of Business and Economics, offered in 2021 in Semester 1 at Caulfield. It needs MKC1200, MKF1120, MKW1120 or MKB1700.
- Credit points
- 6
- Offered in 2021
- Semester 1
- Caulfield
- Assessment
- Exam 20%
- and 1 other task
- Workload
- 144 hours
- per semester
This is the 2021 handbook entry. See the 2027 entry.
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Requisites
Before MKF3471
After MKF3471
No unit lists MKF3471 as a prerequisite in the 2021 handbook.
Overview
Customer contact and relations. A broad overview of the sales area focusing on business to business and person to person activities. Issues include interpersonal persuasion and influence. In addition to these knowledge-based topics, the unit exposes you to practical interpersonal skills involving persuasive group presentations, negotiations and sales. It covers areas of management, which focus on buying-centre/selling team relationships. There is a focus on the relationship between the functions of marketing and sales within organisations and the effect on corporate performance.
Offerings in 2021
| Teaching period | Campus | Mode |
|---|---|---|
| First semester | Caulfield | On campus |
Assessment
- Within semester assessment80%
- Examination20%
Learning outcomes
When you finish this unit, you should be able to:
- 1
evaluate different selling situations and select appropriate selling approaches to implement
- 2
demonstrate an ability to communicate and negotiate persuasively and professionally in a sales setting
- 3
apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
- 4
recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.
Workload and teaching
- Tutorials18 hours
- Lectures18 hours
- Teaching approachOnline learning
- Teaching approachActive learning
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.
Contacts
- Chief Examiners
- Dr Sudha Mani
Common questions
What are the prerequisites for MKF3471?
You need MKC1200, MKF1120, MKW1120 or MKB1700 before you enrol.
When is MKF3471 offered?
In 2021, MKF3471 runs in Semester 1 at Caulfield.
How much work is MKF3471?
The handbook expects about 144 hours of study across the semester. No students have rated its difficulty yet.
Does MKF3471 have an exam?
Yes. The exam is worth 20% of the final mark, alongside 1 other task.