Accessibility Skip to Global Navigation Skip to Local Navigation Skip to Content Skip to Search Skip to Site Map Menu

MART304 Sales and Sales Management

An introduction to the theory and practice of selling and sales management, integrating these concepts into the ’best practice’ of modern business.

Paper title Sales and Sales Management
Paper code MART304
Subject Marketing Management
EFTS 0.1500
Points 18 points
Teaching period First Semester
Domestic Tuition Fees (NZD) $813.45
International Tuition Fees Tuition Fees for international students are elsewhere on this website.

^ Top of page

Prerequisite
Two of (MART 201, MART 202, MART 203) or two of (MART 201, MART 210, MART 211, MART 212)
Schedule C
Commerce
Course outline
View the course outline for MART 304
Contact
mathew.parackal@otago.ac.nz
Teaching staff
Dr Mathew Parackal
Dr Sergio Biggemann
Teaching Arrangements
Every week students must attend one 110-minute lecture and participate in one tutorial when scheduled.
Textbooks
Hair, J. F., Anderson, R. E., Mehta, R., & Babin, B. J. (2009). Sales management: building customer relationships and partnerships. Boston: Houghton Mifflin Company.

Buttle, F., (2009). Customer relationship management: concepts and technologies (2nd ed.). London:Butterworth Heinemann.
Graduate Attributes Emphasised
Lifelong learning, Communication, Critical thinking, Cultural understanding, Ethics, Information literacy, Research, Self-motivation, Teamwork.
View more information about Otago's graduate attributes.
Learning Outcomes
Upon successful completion of this paper, you should be able to:
  • Integrate their knowledge of marketing, strategic planning and other managerial skills into contemporary sales practices
  • Improve their communication skills
  • Increase their creative and problem-solving capacities within a sales context
  • Have an insight into the complex and dynamic issues facing sales managers
  • Portray the ethical issues in sales and sales management
  • Gain some practical experience in sales
  • Understand the importance of cultivating long-term relationships with different segments of customers

^ Top of page

Timetable

First Semester

Location
Dunedin
Teaching method
This paper is taught On Campus
Learning management system
Blackboard

Lecture

Stream Days Times Weeks
Attend
L1 Monday 10:00-11:50 9-15, 17-22

Tutorial

Stream Days Times Weeks
Attend one stream from
T1 Monday 14:00-15:50 10-12, 14, 17-19
T2 Tuesday 09:00-10:50 10-12, 14, 18-19
T3 Tuesday 14:00-15:50 10-12, 14, 18-19
T4 Wednesday 09:00-10:50 10-12, 14, 17-19
T5 Wednesday 11:00-12:50 10-12, 14, 17-19

An introduction to the theory and practice of selling and sales management, integrating these concepts into the ’best practice’ of modern business.

This paper introduces the theories and practices of sales and sales management. It aims to teach students to integrate sales and sales management concepts within the marketing function.

Paper title Sales and Sales Management
Paper code MART304
Subject Marketing Management
EFTS 0.1500
Points 18 points
Teaching period First Semester
Domestic Tuition Fees Tuition Fees for 2018 have not yet been set
International Tuition Fees Tuition Fees for international students are elsewhere on this website.

^ Top of page

Prerequisite
Two of (MART 201, MART 202, MART 203) or two of (MART 201, MART 210, MART 211, MART 212)
Schedule C
Commerce
Contact
mathew.parackal@otago.ac.nz
Teaching staff
Dr Mathew Parackal
Associate Professor Lisa McNeill
Teaching Arrangements
Every week students must attend one 110-minute lecture and participate in one tutorial when scheduled.
Textbooks
Hair, J. F., Anderson, R. E., Mehta, R., & Babin, B. J. (2009). Sales management: building customer relationships and partnerships. Boston: Houghton Mifflin Company.

Buttle, F., (2009). Customer relationship management: concepts and technologies (2nd ed.). London:Butterworth Heinemann.
Course outline
View the course outline for MART 304
Graduate Attributes Emphasised
Lifelong learning, Communication, Critical thinking, Cultural understanding, Ethics, Information literacy, Research, Self-motivation, Teamwork.
View more information about Otago's graduate attributes.
Learning Outcomes
Upon successful completion of this paper, you should be able to:
  • Integrate their knowledge of marketing, strategic planning and other managerial skills into contemporary sales practices
  • Improve their communication skills
  • Increase their creative and problem-solving capacities within a sales context
  • Have an insight into the complex and dynamic issues facing sales managers
  • Portray the ethical issues in sales and sales management
  • Gain some practical experience in sales
  • Understand the importance of cultivating long-term relationships with different segments of customers

^ Top of page

Timetable

First Semester

Location
Dunedin
Teaching method
This paper is taught On Campus
Learning management system
Blackboard

Lecture

Stream Days Times Weeks
Attend
L1 Monday 10:00-11:50 9-13, 15-22

Tutorial

Stream Days Times Weeks
Attend one stream from
T1 Monday 14:00-15:50 10-12, 16-19
T2 Tuesday 09:00-10:50 10-12, 16, 18-19
T3 Tuesday 14:00-15:50 10-12, 16, 18-19
T4 Wednesday 09:00-10:50 10-12, 15-16, 18-19
T5 Wednesday 11:00-12:50 10-12, 15-16, 18-19