Sales Management

Unit Code:HBM530

Credit Points	Duration	Contact Hours	Campus	Prerequisite	Corequisite
12.5 Credit Points	One teaching period	36 hours	Hawthorn	HBM420 Marketing Fundamentals and Practices and HBM424 Customer Behaviour and Management or equivalent	Nil

Related Course/s:

A unit of study in the Master of Marketing suite and Master of Marketing Global Leadership Program.

Aims & Objectives:

The Sales Management unit teaches students about managing the sales force. Know how to develop selling, negotiating and servicing interactions which will influence individual and groups in customer interactions. Understand the external environment and the stakeholders involved in sales operations. Learn how to analyse the current sales and service operation. Know how to design the sales and service operation and how to implement and manage the sales operation plan. Understand how to manage the sales operation; selecting, directing, controlling, motivating and training sales staff.

Upon completion of this unit students will be able to:-

Develop approaches to influence individuals and groups (selling, negotiating, servicing interactions)
Design a sales operation strategy (designing sales operations for enterprises)
Comprehend the scope and implementation of sales management across diverse industries (managing selling and service operations)
Work effectively in a team environment to develop sales strategy. Communicate in an effective manner suitable for business audiences.

Teaching Methods:

Classes in either weekly or block mode

Assessment:

Two Group Projects 40% - 60%
Individual Assignment and presentation 40% - 60%

Content:

The external environment and stakeholders in sales operations
The external environment: Analysing and dealing with individuals in customer interactions
Analysing and dealing with groups in customer interactions: Account management and business to business selling
Analysing the existing sales operations of an enterprise
Forecasting for sales management: gap analysis, strategy generation, selection, and implementation.
Managing sales operations: recruiting & training, leading & motivating, compensating, budgeting, evaluating and counselling

Reading Materials:

Students are advised to check the unit outline in the relevant teaching period for appropriate textbooks and further reading.