SALES MANAGEMENT

Overview

Sales Management offers overall knowledge of how firms should communicate the value propositions of the solutions they provide to their B2B and B2C customers. Sales management plays a critical role in driving business growth and success. This subject will develop your knowledge of sales management strategies across offline and online … For more content click the Read more button below.

Sales Management offers overall knowledge of how firms should communicate the value propositions of the solutions they provide to their B2B and B2C customers. Sales management plays a critical role in driving business growth and success.
This subject will develop your knowledge of sales management strategies across offline and online settings. You will learn to critically analyse the principles and theories of strategic sales management and personal selling. Further, you will learn to utilise ethics and culture in devising sales management strategies.

Portfolio

Office of the Provost

School

Subject coordinator

Hormoz Ahmadi

Subject type

Postgraduate

Year level

Year Level 5 - Masters

AQF level

Level 9 - Masters Degree

Available as elective

Available to study abroad / exchange students

Capstone subject
Capstones provide students with a way of integrating and applying knowledge and skills gained throughout their course.

Academic progress review - Schedule A subject

Subject instances

To view instance specific details which include - Assessments, Class requirements and Subject instance coordinators - please select your preferred instance via the drop-down menu at the top right-hand side of this page.

Learning resources

Recommended - Other resource - See the LMS for details

Career ready

Work based learning (placement):No

Graduate capabilities

COMMUNICATION - Communicating and Influencing

COMMUNICATION - Cultural Intelligence and Global Perspective

COMMUNICATION - Digital Capability

DISCIPLINE KNOWLEDGE AND SKILLS

INQUIRY AND ANALYSIS - Creativity and Innovation

INQUIRY AND ANALYSIS - Critical Thinking and Problem Solving

PERSONAL AND PROFESSIONAL - Adaptability and Self-Management

PERSONAL AND PROFESSIONAL - Ethical and Social Responsibility

PERSONAL AND PROFESSIONAL - Leadership and Teamwork

Subject intended learning outcomes

On successful completion you will be able to:

Critically analyse theories and concepts underpinning strategic sales management and personal selling, individually and/or collaboratively.

Critically discuss the appropriate use of sales management strategies via offline and online settings.

Apply ethics and consider diverse cultural background in designing sales management strategies.

Learning activities

Online resources, workshops, readings, cases studies, and assignment

Handbook