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MKF3471 Sales management and negotiation - Semester 1, 2011

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Chief Examiner:

Lecturer(s) / Leader(s):

Caulfield

Mr Kimble Montagu
Sessional Staff
Phone: +61 3 990 32714
Email: Kimble.Montagu@monash.edu
Location: Room 22, Building S7, Caulfield

Tutor(s):

Caulfield

Mr Rory Sackville
Email: Rory.Sackville@monash.edu
Location: Caulfield

Mrs Alison Stansby
Email: Alison.Stansby@monash.edu
Location: Caulfield

Lou Katz

Unit synopsis

Customer 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 outcomes

The learning goals associated with this unit are to:
  1. evaluate different selling situations and select appropriate selling approaches to implement
  2. demonstrate an ability to communicate and negotiate persuasively and professionally in a sales setting
  3. apply the key elements of sales management, personal selling and negotiation theory, specific to business relationships
  4. recommend appropriate sales management strategies for recruitment, selection, development, supervision, motivation and evaluation of salespeople.

Contact hours

3 hours per week

Workload

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.

Unit relationships

Prerequisites

MKF1120 or MKW1120

Prohibitions

MKG3442

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:

  • case study discussions,
  • interactive negotiation activities,
  • other materials that are relevant to each particular topic.

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.

Timetable information

For information on your timetable, including tutorial allocation if required, please refer to: http://allocate.its.monash.edu.au/

Unit Schedule

Topic References/Readings Key dates
Introduction: What is selling and sales management?

Chapter 1 Jobber

 
Sales management strategy

Chapter 2 Jobber

 
Personal selling

Professional Selling, modules 2-6

 
Personal selling (continued)

Chapter 8 Jobber

 
Negotiation See MUSO for references this week  
Recruitment and selection

Chapter 6 Jobber

 
Development and training Sales Management, module 6  
Leadership and supervision

Chapter 13 Jobber

 
Mid Semester Break
Leadership and supervision (continued) Sales Management, module 7  
Motivation and rewards

Chapter 14 Jobber

 
Forecasting and evaluating sales effectiveness

Chapter 16 Jobber

 
Evaluating salesperson performance

Chapter 17 Jobber

 

Tutorial allocation

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.

Week

Case study

Other activities

1

Introduction

See tutorial exercise sheet (MUSO)

2

Biomod Inc

See tutorial exercise sheet (MUSO)

3

Protek Packaging

See tutorial exercise sheet (MUSO)

4

Pre-Select Inc

See tutorial exercise sheet (MUSO)

5

How to prospect for new customers

See tutorial exercise sheet (MUSO)

6

Data Computers

See tutorial exercise sheet (MUSO)

7

Sweet-Treats Inc.

See tutorial exercise sheet (MUSO).
Time will be available in the tute to prepare for next week’s negotiation.

8

Tasti - Fresh

Sales negotiation

9

No case study this week

See tutorial exercise sheet (MUSO)

10

Stalwart

See tutorial exercise sheet (MUSO)

11

Beauty Glow Cosmetics

See tutorial exercise sheet (MUSO)

12

Labels Express

See tutorial exercise sheet (MUSO)

Unit Resources

Prescribed text(s) and readings

Jobber, D. & Lancaster, G., (2009). Selling and Sales Management, 8th edition, Pearson Education.

Recommended text(s) and readings

STRONGLY RECOMMENDED

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)

Recommended

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

Library resources

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.

Blackboard (MUSO)

  • All unit and lecture materials, plus other information of importance to students, are available through the MUSO (Monash University Studies Online) site. You can access MUSO via the My.Monash Portal:  http://my.monash.edu.au

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:

Jobdesk: http://jobdesk.monash.edu.au/login/index.cfm?jobdesk_id=14
Email: muso.support@calt.monash.edu.au
Phone: (+61 3) 9903-1268

Operational hours (Monday – Thursday) – local time

Australia: 8 am to 10 pm (8pm Non Teaching period)
Malaysia: 6 am to 8 pm (6 pm Non Teaching period)
South Africa: 11pm to 1pm (11 am Non Teaching period)

Operational hours (Friday) – local time

Australia: Australia: 8 am to 8 pm
Malaysia: 6 am to 6 pm
South Africa: 11pm to 11 am

Operational hours (Saturday-Sunday) – local time (Teaching and Exam Period Only)

Australia: 1 pm to 5 pm
Malaysia: 11 am to 3 pm
South Africa: 4 am to 8 am

Further information can be obtained from the following site http://www.monash.edu.au/muso/support/index.html

Q Manual

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

Assessment Summary

Within 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.

Hurdle requirements

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.

Second marking

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".

Assessment tasks

  • Assessment task 1

    Title:
    Learning objectives assessed:
    Weighting:
    10%
    Task details:
    Case studies (1 per week, commencing week 2):

    10 marks – 1 mark per case study

    Each week, commencing in week 2, there is a mini case study allocated for analysis from your prescribed textbook. You are required to prepare a typed, detailed response to the question(s) on the weekly tutorial exercise sheet, and bring it to class, ready for discussion. The typed responses are to be handed in at the time of your class, and will not be accepted after the conclusion of the class. You are welcome to add hand-written notes to your typed answers during the weekly discussion. Each case study will be worth 1 mark for the unit, and will be assessed based on both the quality of your typed answers, as well as your level of input to the weekly discussion.
    Due date:
    Weeks 2, 3, 4, 5, 6, 7, 10, 11, 12, 13
    Submission details:
    All work must be submitted in the appropriate week during your allocated tutorial time.
    Return of marks:
    Assignments will be returned to students during class time.
    Penalties for late lodgement:
    A penalty of 10% of the mark allocated to the assignment will be deducted for each day or part thereof that the assignment is late.
    Assessment coversheet:
    Work submitted for assessment must be accompanied by a completed copy of the Faculty Cover Sheet which has been signed by the student.  NO assignment will be accepted or marked if it is not accompanied by a signed Assignment Cover Sheet

    In the case of a group assignment, each member of the group must complete, sign and attach to the assignment a separate copy of the Faculty Cover Sheet.

    Assignments which are lodged electronically (with prior approval from the unit coordinator) must be sent from your name@student.monash.edu.au Email address and must include an electronic copy of the coversheet.  Electronic lodgement from any other Email addresses will not be accepted.
  • Assessment task 2

    Title:
    Learning objectives assessed:
    Weighting:
    20%
    Task details:
    Sales negotiation (week 9):

    20 marks – see MUSO site for marking guide

    This exercise gives you an opportunity to practise your negotiation skills. You will be formed into groups (of approximately three or four people) and then given a case describing a typical sales situation. You are required to prepare a written report outlining your approach to the negotiation. Your written report is to be submitted in week 9 prior to any of the negotiations taking place. A maximum limit of 2,000 words applies to this report.

    The written report should cover:
    • Your objectives (ideal and minimum)
    • Other party’s perceived needs
    • Power position for both parties
    • Variables that you are prepared to trade
    • Variables that you require
    • Strategies and tactics that you will use in the negotiation to achieve your objectives
    • Financial analysis
    The actual negotiation will take place in the tutorials in week 9. Students will need to focus on persuasive selling techniques and use professional presentation skills.

    Further details of the cases and the negotiation requirements will be provided during semester and on the MUSO site.
    Due date:
    Week 9 (in your tutorial)
    Submission details:
    All work must be submitted in the appropriate week during your allocated tutorial time.
    Return of marks:
    Assignments will be returned to students during class time.
    Penalties for late lodgement:
    A penalty of 10% of the mark allocated to the assignment will be deducted for each day or part thereof that the assignment is late.
    Assessment coversheet:
    Work submitted for assessment must be accompanied by a completed copy of the Faculty Cover Sheet which has been signed by the student.  NO assignment will be accepted or marked if it is not accompanied by a signed Assignment Cover Sheet

    In the case of a group assignment, each member of the group must complete, sign and attach to the assignment a separate copy of the Faculty Cover Sheet.

    Assignments which are lodged electronically (with prior approval from the unit coordinator) must be sent from your name@student.monash.edu.au Email address and must include an electronic copy of the coversheet.  Electronic lodgement from any other Email addresses will not be accepted.
  • Assessment task 3

    Title:
    Learning objectives assessed:
    Weighting:
    30%
    Task details:
    Research assignment :

    30 marks – see MUSO for marking guide

    This is an individual assignment.

    This will involve undertaking a major assignment on a topic selected from the list below. A word limit of 3,000 (excluding appendices) is set. You are required to choose a specific topic, then research the academic and practitioner-based literature on that topic. You should illustrate the literature/theory with business examples.

    Research topics (select one):
    • Sales forecasting methods, establishing budgets and targets
    • Sales recruitment and selection practices
    • Developing a sales training program
    • Motivating the sales force
    • Compensating the sales force
    • Sales management leadership styles
    • Evaluating the sales force
    • Using short-term incentive programs
    • The use of telemarketing in selling
    Due date:
    Week 11 (in your tutorial)
    Submission details:
    All work must be submitted in the appropriate week during your allocated tutorial time.
    Return of marks:
    Assignments will be returned to students during class time.
    Penalties for late lodgement:
    A penalty of 10% of the mark allocated to the assignment will be deducted for each day or part thereof that the assignment is late.
    Assessment coversheet:
    Work submitted for assessment must be accompanied by a completed copy of the Faculty Cover Sheet which has been signed by the student.  NO assignment will be accepted or marked if it is not accompanied by a signed Assignment Cover Sheet

    In the case of a group assignment, each member of the group must complete, sign and attach to the assignment a separate copy of the Faculty Cover Sheet.

    Assignments which are lodged electronically (with prior approval from the unit coordinator) must be sent from your name@student.monash.edu.au Email address and must include an electronic copy of the coversheet.  Electronic lodgement from any other Email addresses will not be accepted.

Examinations

  • Examination 1

    Weighting:
    40%
    Duration:
    3 hours
    Type (open/closed book):
    Closed book
    Materials examinable:
    The final examination will assess your knowledge and understanding of materials that are presented during class time, readings from the allocated textbook and the MUSO site, and case studies and other discussions held during classes.
    Remarks:
    This exam will be held during the official examination period.  The exam timetable which provides full details of the exam schedule can be accessed through the My Monash Portal.

    This will be a closed-book examination. Previous exam paper(s) will be available on the MUSO site.

Special consideration

For information regarding special consideration, please refer to the appendix at the end of this Unit Guide.

Assessment criteria - grading descriptors table

 

High Distinction
(80%+)

Distinction
(70 - 79%)

Credit
(60 - 69%)

Pass
(50 - 59%)

Fail
(Less than 50%)

General description

Outstanding or exceptional work in terms of understanding, interpretation and presentation

A very high standard of work which demonstrates originality and insight

Demonstrates a high level of understanding and presentation and a degree of originality and insight

Satisfies the minimum requirements

Fails to satisfy the minimum requirements

Reading

Strong evidence of independent reading beyond core texts and materials

Evidence of reading beyond core texts and materials

Thorough understanding of core texts and materials

Evidence of having read core texts and materials

Very little evidence of having read any of the core texts and materials

Knowledge of topic

Demonstrates insight, awareness and understanding of deeper and more subtle aspects of the topic. Ability to consider topic in the broader context of the discipline

Evidence of an awareness and understanding of deeper and more subtle aspects of the topic

Sound knowledge of principles and concepts

Knowledge of principles and concepts at least adequate to communicate intelligently in the topic and to serve as a basis for further study

Scant knowledge of principles and concepts

Articulation of argument

Demonstrates imagination or flair.

Demonstrates originality and independent thought

Evidence of imagination or flair.

Evidence of originality and independent thought

Well-reasoned argument based on broad evidence

Sound argument based on evidence

Very little evidence of ability to construct coherent argument

Analytical and evaluative skills

Highly developed analytical and evaluative skills

Clear evidence of analytical and evaluative skills

Evidence of analytical and evaluative skills

Some evidence of analytical and evaluative skills

Very little evidence of analytical and evaluative skills

Problem solving

Ability to solve very challenging problems

Ability to solve non-routine problems

Ability to use and apply fundamental concepts and skills

Adequate problem-solving skills

Very little evidence of problem-solving skills

Expression and presentation appropriate to the discipline

Highly developed skills in expression and presentation.

Well developed skills in expression and presentation.

Good skills in expression and presentation. Accurate and consistent acknowledgement of sources.

Adequate skills in expression and presentation

Inadequate skills in expression and presentation. Inaccurate and inconsistent acknowledgement of sources.

Source: University of Adelaide 2005

Appendix

Please visit the following URL: http://www.buseco.monash.edu.au/unit-guide/appendix.html for further information about:

  • Continuous improvement
  • Assessment policy
  • Grading Scale policy
  • Special consideration
  • Plagiarism, cheating and collusion
  • Plagiarism register
  • Non-discriminatory language
  • Students with disabilities
  • Using the University’s computer and IT facilities
  • Faculty policies
  • Related links