MKF3471 Sales management and negotiation - Semester 1, 2011
Lecturer(s) / Leader(s):
Mr Kimble Montagu
Unit synopsisCustomer contact and relations. A broad overview of the sales area focusing on business to business and person to person activities. Issues include interpersonal persuasion and influence. In addition to these knowledge-based topics, the unit exposes students to practical interpersonal skills involving persuasive group presentations, negotiations and sales. It covers areas of management, which focus on buying-centre/selling team relationships. There is a focus on the relationship between the functions of marketing and sales within organisations and the effect on corporate performance.
Learning outcomesThe learning goals associated with this unit are to:
Contact hours3 hours per week
Three hours class contact or equivalent per week.
The total time commitment required for this unit is 156 hours. In addition to the 39 hours of class contact students are expected to devote an additional 117 hours during the semester to studying for this unit. This includes time spent in preparing for and completing assessment tasks, together with time spent in general study, revision, and exam preparation.
Teaching and learning method
This unit will be taught as a 90 minute lecture and a 90 minute tutorial each week for 13 weeks. The tutorials will involve a combination of:
This unit is also supported by a MUSO site, containing other useful material. It can be accessed via your my.monash portal, or directly at http://muso.monash.edu.au using your Authcate username and password.
For information on your timetable, including tutorial allocation if required, please refer to: http://allocate.its.monash.edu.au/
Students must enrol themselves into a tutorial group using Allocate+. Any changes to tutorial allocation must be made through Allocate+.
Tutorial Preparation – Case studies and other activities
Each week in tutorials a “mini” case study from the textbook(s) will be discussed in detail. You are required to read the case and answer the questions on the tutorial exercise sheet, prior to class each week. Typed answers to the questions must be submitted during your tutorial.
In addition to the case study, each week you will also be required to discuss various ethical dilemmas and other questions, all detailed on the weekly “tutorial exercise sheet” which should be downloaded from MUSO. Although these answers are not to be handed in, it is expected that you will come to tutorials with your ideas and answers to these questions, ready to discuss them in detail.
Prescribed text(s) and readings
Jobber, D. & Lancaster, G., (2009). Selling and Sales Management, 8th edition, Pearson Education.
Recommended text(s) and readings
Professional selling is out of print and will be made available on Blackboard. If possible I STRONGLY advise students to buy BOTH books if possible):
Ingram, La Forge, et al, (2006). Sales Management – Analysis & Decision Making, 6th edition, Thomson South Western. (“SM”)
Ingram, La Forge, et al, (2006). Professional Selling – A Trust-Based Approach, 3rd edition, Thomson South Western. (“PS”) (out of print)
Anderson, Rolph E., Hair, Joseph F., Bush, Alan J. (1988). Professional Sales Management. McGraw-Hill
Buss, John & Herford, Graham. (1994). Personal Selling in Australia. McGraw-Hill
Dalrymple, Douglas J., Cron William L., Sales Management: Concepts and Cases, 8th Edition, Wiley (2010)
** Futrell, C.M., (2010). Sales Management – Teamwork, Leadership and Technology, 8th edition, Harcourt College Publishers
Futrell, Charles M., ABC’s of Relationship Selling, 5th Edition, Irwin
Hite, Robert E., Johnston, Wesley J., Managing Salespeople - A Relationship Approach, South Western (Thomson Publishing)
Lewicki, Roy J., Saunders, David M., Minton John W., Essentials of Negotiation. 1997, Irwin/McGraw Hill
Manning, G.L. & Reece, B.L. Selling Today. 8th Edition. Prentice Hall
Moncrief & Shipp, Sales Management, Strategy, Technology & Skills, Addison Wesley Longman
Patton, Mark. Australian Selling. Thomas Nelson Australia
Rix, P, Buss, J & Herford, G,. Selling – A Consultative Approach. Irwin/McGraw-Hill
Stanton, William, Buskirk Richard, et al, Management of a Sales Force Irwin/McGraw Hill
Weitz, Castleberry, Tanner. Selling: Building Partnerships, 1998, McGraw Hill
The Monash University Library provides a range of services and resources that enable you to save time and be more efficient in your learning and research at URL: http://www.lib.monash.edu.au or via the Library tab in the my.monash portal.
Under “Online Systems” click the MUSO hyperlink
In order for your MUSO unit(s) to function correctly, your computer needs to be set up and certain programs may need to be installed such as a compatible Java version (eg version 1.5.0). This can easily be done by going to http://www.monash.edu.au/muso/support/students/browserset.html to update the relevant software.
You can contact MUSO Support by:
Operational hours (Monday – Thursday) – local time
Australia: 8 am to 10 pm (8pm Non Teaching period)
Operational hours (Friday) – local time
Australia: Australia: 8 am to 8 pm
Operational hours (Saturday-Sunday) – local time (Teaching and Exam Period Only)
Australia: 1 pm to 5 pm
Further information can be obtained from the following site http://www.monash.edu.au/muso/support/index.html
You will often be directed to cite the source of the ideas, statistics, direct quotations and general information that you use to prepare your written assignments. This is important for a number of reasons.
Firstly, it is good professional and ethical conduct to always give due credit to those people whose work you have borrowed.
Secondly, it is an element of good communication to ensure that your readers can expand their understanding of your writing by accessing the same sources you have used to formulate your thoughts.
Thirdly, all organisations, including your present or future employer, have written or understood rules of the behaviour that is valued in that organisation. These rules often include the ways that it communicates internally and externally. In an academic organisation the intellectual property of other researchers and writers is highly valued. Citing their work is a way of acknowledging their contribution to scholarship.
For guidelines on referencing and essay writing please refer to the faculty Q Manual. Copies of this Manual can be obtained on line at: http://www.buseco.monash.edu.au/publications/qmanual/
Assessment SummaryWithin semester assessment: 60%
Examination (3 hours): 40%
Faculty assessment policy
For information regarding assessment policy, please refer to the appendix at the end of this Unit Guide.
There is a hurdle requirement for this unit. Students must achieve at least fifty per cent in total to pass the unit, including a mark of at least fifty per cent in the final invigilated examination.
Where a student's total mark is more than 48, but the student has failed a hurdle requirement, the mark returned will be 48.
For information regarding second marking practice, please refer to http://www.buseco.monash.edu.au/asg/agu/policies/written-assign.html#secmark
Return of final marks
The final mark that a student receives for a unit will be determined by the Board of Examiners on the recommendation of the Chief Examiner taking into account all aspects of assessment. The final mark for this unit will be released by the Board of Examiners on the date nominated in the Faculty Calendar.
Applications for extension of time
For information regarding extensions of time, please refer to http://www.buseco.monash.edu.au/asg/agu/policies/written-assign.html#extoftime
Additional assessment information
Faculty policy states that "the final mark that a student receives for a unit will be determined by the Board of Examiners on the recommendation of the chief examiner taking into account all aspects of assessment".
For information regarding special consideration, please refer to the appendix at the end of this Unit Guide.
Assessment criteria - grading descriptors table
Please visit the following URL: http://www.buseco.monash.edu.au/unit-guide/appendix.html for further information about: