Negotiation and Sales Management (11177.3)

Sales Management is considered an essential skill for being an effective marketing manager. In this unit, students will acquire the knowledge of Sales Management by exploring various topics including sales strategies, recruitment, training and staff motivation. Negotiation expertise is essential for successful sales strategy, and students will have the chance to enhance their negotiation skills in this unit through interpersonal communication. Additionally, the unit explores contemporary technologies used in sales management to ensure students are ready in the workforce.

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
2. UC graduates are global citizens - make creative use of technology in their learning and professional lives
2. UC graduates are global citizens - think globally about issues in their profession
2. UC graduates are global citizens - understand issues in their profession from the perspective of other cultures
3. UC graduates are lifelong learners - adapt to complexity, ambiguity and change by being flexible and keen to engage with new ideas
3. UC graduates are lifelong learners - be self-aware
3. UC graduates are lifelong learners - evaluate and adopt new technology
3. UC graduates are lifelong learners - reflect on their own practice, updating and adapting their knowledge and skills for continual professional and academic development

Prerequisites

None.

Corequisites

None.

Incompatible units

None.

Equivalent units

6413 Marketing Research Project

Assumed knowledge

None.