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ENTR414 Marketing and Selling

Marketing principles, personal selling, sales management and other aspects of marketing relevant to entrepreneurs operating in a global environment.

Paper title Marketing and Selling
Paper code ENTR414
Subject Entrepreneurship
EFTS 0.1667
Points 20 points
Teaching period 1st Non standard period (18 June 2018 - 27 July 2018)
Domestic Tuition Fees (NZD) $1,312.10
International Tuition Fees (NZD) $4,692.94

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Pre or Corequisite
ENTR 413
Limited to
MEntr, PGDipCom
(i) This paper includes a one-week on-campus component. (ii) International students should enrol for the on-campus offering of this paper.
Teaching staff
Dr Roel Wijland and guest entrepreneurs
Paper Structure
Topics to be covered in this paper include:
  • The concept of marketing
  • Marketing tools
  • The marketing environment
  • The consumer decision-making process
  • Market segmentation and target markets
  • Marketing planning
  • Promotion, pricing, distribution
  • New product development
Teaching Arrangements
Four to five days of intensive, full-time teaching.
Students must attend all four days.
Spinelli, S. & Adams, R. (2012). New Venture Creation: Entrepreneurship for the 21st Century. 9th Edition. New York: McGraw Hill. A limited amount of copies of this text book are available on Closed Reserve at the Central Library. It is not compulsory to have your own copy.
Course outline
A course outline will be provided prior to the week of lectures. If you would like to see a copy of the most recent course outline for this paper please email
Graduate Attributes Emphasised
Global perspective, Lifelong learning, Scholarship, Communication, Critical thinking, Cultural understanding, Ethics, Information literacy, Research, Self-motivation, Teamwork.
View more information about Otago's graduate attributes.
Learning Outcomes
By the end of this paper, students should be able to:
  • Give an overview of micro- and macro-environmental influences on their business
  • Perform preliminary segmentation exercises for their business, including assessing the suitability of identified customer segments
  • Articulate the value of their business proposal to different customer groups
  • Assess the relevance of new product or service ideas to their business strategy
  • Select relevant marketing techniques to fit with their overall business strategy
  • Formulate a comprehensive marketing plan
  • Develop and demonstrate entrepreneurial skills, including creative problem-solving and strong interpersonal and communication skills, including pitching a new venture idea to potential investors

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1st Non standard period (18 June 2018 - 27 July 2018)

Teaching method
This paper is taught On Campus
Learning management system


Stream Days Times Weeks
L1 Tuesday 09:00-16:50 26
Wednesday 09:00-16:50 26
Thursday 09:00-16:50 26
Friday 09:00-16:50 26