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    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.

    About this paper

    Paper title Sales and Sales Management
    Subject Marketing
    EFTS 0.15
    Points 18 points
    Teaching period Semester 1 (On campus)
    Domestic Tuition Fees ( NZD ) $937.50
    International Tuition Fees Tuition Fees for international students are elsewhere on this website.
    Two of (MART 201, MART 202, MART 203) or two of (MART 201, MART 210, MART 211, MART 212)
    Schedule C
    Teaching staff

    Dr Mathew Parackal

    Teaching Arrangements
    Every week students must attend one 110-minute lecture and participate in one tutorial when scheduled.

    SPIN Selling by Neil Rackham.

    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

    Students who successfully complete this paper should be able to:

    • Integrate knowledge of marketing, strategic planning and other managerial skills into contemporary sales practices
    • Prepare a sales plan
    • Demonstrate interpersonal communication skills
    • Problem-solve within a sales context
    • Have an insight into the complex and dynamic issues facing sales managers
    • Recognise the ethical issues in sales and sales management
    • Cultivate sales skills
    • Understand the importance of cultivating long-term relationships with different segments of customers


    Semester 1

    Teaching method
    This paper is taught On Campus
    Learning management system


    Stream Days Times Weeks
    L1 Monday 13:00-14:50 9-13, 15-22


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