Undergraduate GRF-MKT308-2023
Sales and Negotiation
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Duration
13 weeks
Study method
100% Online
Available loans
- HECS-HELP
- FEE-HELP
Assessments
100% online
Prior study
Not required
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QS Ranking 2023
19
Times Higher Education Ranking 2023
16
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Subject details
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.
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- 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)
No eligibility requirements
Additional requirements
No additional requirements
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.
- Online Mid-Trimester Exam (20%)
- Individual Case Study (40%)
- Negotiation Simulation (Presentation and Report) (40%)
For textbook details check your university's handbook, website or learning management system (LMS).
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