Negotiation and Sales Management (11177.3)

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. Explain the theory and concepts of sales and negotiation in management;
2. Propose effective 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. Explore and compare the key tools of successful sales management and approaches to sales force including the use of contemporary digital platforms; and

5. Analyse ethical and social responsibility issues and propose solutions in negotiation and sales management.

Graduate attributes

1. UC graduates are professional - communicate effectively
1. UC graduates are professional - display initiative and drive, and use their organisation skills to plan and manage their workload
1. UC graduates are professional - employ up-to-date and relevant knowledge and skills
1. UC graduates are professional - take pride in their professional and personal integrity
1. UC graduates are professional - use creativity, critical thinking, analysis and research skills to solve theoretical and real-world problems
1. UC graduates are professional - work collaboratively as part of a team, negotiate, and resolve conflict
2. UC graduates are global citizens - adopt an informed and balanced approach across professional and international boundaries
2. UC graduates are global citizens - behave ethically and sustainably in their professional and personal lives
2. UC graduates are global citizens - communicate effectively in diverse cultural and social settings

Prerequisites

None.

Corequisites

None.

Incompatible units

None.

Equivalent units

6413 Marketing Research Project

Assumed knowledge

None.