MKF5391 Sales management
Faculty of Business and Economics
MKF5391 Sales management is a level 5, 6-credit-point, postgraduate unit from the Faculty of Business and Economics. It isn't offered in 2020. It needs MKF5955.
- Credit points
- 6
- Offered in 2020
- Not offered
- Workload
- 144 hours
- per semester
The 2027 handbook has no page for MKF5391. This is its 2020 entry, the latest one.
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Requisites
Before MKF5391
Prerequisites
Pass these before you enrol.
After MKF5391
No unit lists MKF5391 as a prerequisite in the 2020 handbook.
Enrolment rules
If students are enrolled in course B6010, there is no prerequisite.
Overview
Topics include the nature, role and scope of sales management; the sales organisation; the selection, recruitment, training and development of sales people; the motivation, compensation and evaluation of sales people; the sales process; sales forecasting and estimating market potential; sales budgeting and profitability; planning sales territories; determining sales quotas and the optimum allocation of sales effort and resources.
Offerings in 2020
The 2020 handbook lists no offerings for MKF5391.
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 in a persuasive and professional manner to a group or to an individual whether during a formal presentation or otherwise
- 3
apply appropriate writing skills to produce quality business reports
- 4
recall the key elements of sales management, personal and selling, specific to business relationships.
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.
Contacts
- Chief Examiners
- Mr Kimble Montagu
Common questions
What are the prerequisites for MKF5391?
You need MKF5955 before you enrol. Enrolment rules also apply.
When is MKF5391 offered?
MKF5391 has no offerings listed in the 2020 handbook.
How much work is MKF5391?
The handbook expects about 144 hours of study across the semester. No students have rated its difficulty yet.
More details
- Credit points
- 6
- Level
- 5
- Study level
- Postgraduate
- Faculty
- Faculty of Business and Economics
- Organisational unit
- Department of Marketing
- Type
- Coursework
- EFTSL
- 0.125
- Student contribution
- SCA Band 3
- Study abroad
- Not available
- Handbook years
- 2020