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Negotiation and Sales Management (11177.2)

Level: Introductory Unit Level
Credit Points: 3
HECS Bands: 2, 3
Faculty: Faculty of Business, Government & Law
Discipline: School of Business

Availability

Unit Outlines

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  • Semester 2, 2019, ON-CAMPUS, BRUCE (184587) - View

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Syllabus

Negotiation and Sales Management are considered essential skills for being an effective marketing manager. Students will be introduced to the theoretical foundations of negotiation and sales management and develop the necessary interpersonal and communication skills through practical exercises such as negotiation simulations and sales force planning exercises. Topics include negotiation strategies, sales planning including recruitment, training, motivation and compensation of staff as well as evaluation of negotiation and sales strategies.

Learning Outcomes

After successful completion of this unit, students will be able to:

1. Describe different negotiation and selling situations;

2. Identify effective negotiations and sales strategies for a variety of business settings;

3. Demonstrate persuasive oral and written communication skills appropriate to a variety of sales and negotiation settings;

4. Compare the key tools of successful negotiators and Identify approaches to sales force management including the use of digital platforms; and

5. Explain and apply ethical issues in negotiation and sales.

Contact Hours

Three hours of interactive workshops on-campus per week.

Prerequisites

None.

Corequisites

None.

Assumed Knowledge

None.

Incompatible Units

None.

Equivalent Units

6413 Marketing Research Project



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