Sales Management
TBA
Quick Info
- Currently offered by Alphacrucis: Yes
- Course code: MKT201
- Credit points: 10
- Subject coordinator: Philip Lee
Prerequisites
The following courses are prerequisites:
- At least 40 credit points, including MKT101—Foundations of Marketing
Awards offering Sales Management
This unit is offered as a part of the following awards:
- Associate Degree in Business
- Associate Degree in Ministry
- Bachelor of Arts
- Bachelor of Arts and Bachelor of Applied Social Science
- Bachelor of Arts and Bachelor of Business
- Bachelor of Arts and Bachelor of Education (Secondary)
- Bachelor of Business
- Bachelor of Business and Bachelor of Ministry
- Bachelor of Business and Bachelor of Theology
- Bachelor of Ministry
- Bachelor of Theology
- Diploma of Arts
- Diploma of Business
- Diploma of Business and Diploma of Entrepreneurship
- Diploma of Business and Diploma of Leadership
- Diploma of Business and Diploma of Ministry
- Diploma of Chaplaincy
- Diploma of Chaplaincy and Diploma of Leadership
- Diploma of Chaplaincy and Diploma of Ministry
- Diploma of Entrepreneurship
- Diploma of Entrepreneurship and Diploma of Leadership
- Diploma of Entrepreneurship and Diploma of Ministry
- Undergraduate Certificate in Arts
Unit Content
Outcomes
- Describe the role and importance of sales for business organisations;
- Demonstrate a theoretical understanding of key theories related to: (a) Making customers; (b) Customer relationship management (CRM); (c) Legal and ethical considerations in sales;
- Demonstrate knowledge of practical sales-skills including: (a) working with CRM systems; (b) communication/ persuasion/ presentation skills; (c) analytical skills for sales planning (customer analysis, competitor analysis; market analysis etc.);
- Develop a sales strategy. This should include: Communication plan; Prospective buyer profile; Creating value for the customer; Competitor analysis; Analysis of required resources;analysis of sales channels (incl. on-line);
- Demonstrate communication, persuasion, presentation and negotiation skills to present and defend a sales proposal;
- Demonstrate the skills to negotiate a price with a customer.
This course may be offered in the following formats
- Face-to-Face (onsite)
- Distance/E-Learning (online)
- Intensive (One week: 7 hours per day for 5 days = 35 class hours + approx 95 hours out of class time for research, writing, exam preparation and execution, ancillary activities associated with completion of assigned tasks.)
Assessment Methods
- Online Exams (20%)
- Sales Strategy (50%)
- Group Sales Presentation (30%)