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|
|Teaching period||First Semester|
|Domestic Tuition Fees (NZD)||$829.65|
|International Tuition Fees (NZD)||$3,993.30|
- Two of (MART 201, MART 202, MART 203) or two of (MART 201, MART 210, MART 211, MART 212)
- Schedule C
- More information link
- View more information on the Department of Marketing's website
- 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.
- 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