Undergraduate GRF-MKT308-2023

Sales and Negotiation

Duration

13 weeks

Study method

100% Online

Available loans

HECS-HELP
FEE-HELP

Assessments

100% online

Prior study

Not required

With a network of campuses spanning three cities in South East Queensland, Griffith University is committed to progressive multidisciplinary teaching and research and a valuable online provider with Open Universities Australia. Already attracting students from over one hundred countries, Griffith's dedication to academic excellence is available across Australia through OUA.

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2023

Subject details

What you'll learn

After successfully completing this subject, you should be able to:

Develop strategies for sales techniques and sales management to enhance customer relationships.
Apply personal selling techniques, sales management, and negotiation in a global and electronic context.
Discuss the contemporary nature of personal selling, sales management, sales and negotiation in B2B and B2C contexts.

Topics covered

- Overview of the Personal Selling
- The Building Blocks of Selling
- The Role of Sales and Sales Tactics
- Sales Approaches
- Salesforce Planning
- Recruiting Sales Personnel and Salesforce
- Negotiation and its purposes
- Stages of Negotiation
- Negotiation with others
- Interview with a Senior Management (Negotiation)
- Interview with a HR Manager (Negotiation)

Entry requirements

No eligibility requirements

Additional requirements

No additional requirements

Description

Business success is highly dependent on the effectiveness of the selling process, sales management and business negotiation. This course will provide the knowledge necessary for students to understand the selling process and be able to apply key principles of successful sales management. It provides an introduction to personal selling, as well as a detailed analysis of the selling process, environmental influences, business negotiation, estimating demand, account management and sales force management including the recruitment, selection, training, motivation and performance of salespeople and control of the selling effort.

Assessments

Online Mid-Trimester Exam (20%)
Individual Case Study (40%)
Negotiation Simulation (Presentation and Report) (40%)

Textbooks

For textbook details check your university's handbook, website or learning management system (LMS).

Related degrees

Undergraduate GRF-BUS-DEG-2023

Bachelor of Business

6 available majors

Major in Marketing
Major in Human Resource Management
Major in Management
Major in Innovation and Entrepreneurship
Major in Sport Management
Major in Logistics and Supply Chain Management