Sales and Negotiation
UndergraduateGRF-MKT3082025
Enrolments for this course are closed, but you may have other options to start studying now. Book a consultation to learn more.
- Study method
- 100% online
- Assessments
- 100% online
- Entry requirements
- No ATAR needed, No prior study
- Duration
- 13 weeks
- Start dates
- 3 Mar 2025
- Loan available
- HECS-HELP and FEE-HELP available
Sales and Negotiation
About this subject
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.
This course evaluates student performance for Assurance of Learning purposes for the program learning objective (PLO): Develop and apply interdisciplinary perspectives to contemporary business practices.
- 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)
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.
Students should not enrol in the subject if they have completed 3038MKT Sales and Negotiation at Griffith University.
- 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).
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.
Learn more about Griffith University.
Explore Griffith courses.
- QS World University Ranking 2025, within Australia:
- 18
- Times Higher Education World University Ranking 2025, within Australia:
- 21
Entry requirements
No entry requirements
Study load
- 0.125 EFTSL
- This is in the range of 10 to 12 hours of study each week.
Equivalent full time study load (EFTSL) is one way to calculate your study load. One (1.0) EFTSL is equivalent to a full-time study load for one year.
Find out more information on Commonwealth Loans to understand what this means to your eligibility for financial support.
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What to study next?
Once you’ve completed this subject it can be credited towards one of the following courses
UndergraduateGRF-BUS-DEG
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