2009 Course Handbook
MKTG307: Sales Management
This unit involves organising and planning the company's overall selling efforts and integrating these efforts with other elements of the firm's marketing strategy. It also includes the selecting of appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts towards the firm's desired objectives. The final part of the course involves developing procedures for monitoring and evaluating sales force performance so that adjustments can be made to either the sales program or its implementation when performance is unsatisfactory.
| Credit Points: | 3 |
| Contact Hours: | 3 |
| When Offered: | TBD - To be determined |
| Staff Contact: | Associate Professor Lawrence Ang |
| Prerequisites: | MKTG202 or MKTG203 or MKTG208 or BBA203 or BBA213 |
| Corequisites: | |
| NCCWs: | |
| Unit Designations: | Commerce; Economics |
| Assessed As: | Graded |
| Offered By: |
Department of Business |