Negotiation and Sales Management (11177.3)
| Available teaching periods | Delivery mode | Location |
|---|---|---|
| View teaching periods | On-Campus Online |
Bruce, Canberra |
| EFTSL | Credit points | Faculty |
| 0.125 | 3 | Faculty Of Business, Government & Law |
| Discipline | Study level | HECS Bands |
| Canberra Business School | Level 1 - Undergraduate Introductory Unit | Band 4 2021 (Commenced After 1 Jan 2021) Band 4 2021 (Commenced After 1 Jan Social Work_Exclude 0905) Band 5 2021 (Commenced Before 1 Jan 2021) |
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 effectively1. 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 ProjectAssumed knowledge
None.| Year | Location | Teaching period | Teaching start date | Delivery mode | Unit convener |
|---|---|---|---|---|---|
| 2023 | Bruce, Canberra | Semester 2 | 31 July 2023 | On-Campus | Dr Majharul Talukder |
| 2023 | Bruce, Canberra | Semester 2 | 31 July 2023 | Online | Dr Majharul Talukder |
Required texts
Prescribed Text:
Tanner, J., Honeycutt, E., and Erffmeyer, R. (2013). Sales Management: Shaping Future Sales Leaders (International Edition). Pearson.
Recommended texts/readings
Lewicki, R., Barry, B. and Saunders, D. (2020). Negotiation. (8th Edition). McGraw Hill Education. New York.
Jobber, David., Lancaster, Geoffrey., , UKMeunier-FitzHugh, Keeneth (2019). Selling and Sales Management (Eleventh Edition). Pearson
Some useful journals include:
Some useful journals include:
| Journal of Marketing Theory and Practice Industrial Marketing Management Journal of Business Research Asia Pacific Journal of Marketing and Logistics Journal of Personal Selling & Sales Management |
Reading materials/articles:
Alavoinea, C & Estieub, C. (2015). You can't always get what you want: Strategic issues in Negotiation. Procedia- Social and Behavioral Sciences 207, 335-343.
Dinkevycha, E., Wilkena, R., Aykaca, T., Jacoba, F & Primeb, N. (2017). Can outnumbered negotiators succeed? The case of intercultural business negotiations. International Business Review, 26, 592-603.
Geiger, I. (2017). A model of negotiation issue–based tactics in business-to-business sales negotiations. Industrial Marketing Management, 64, 91-106.
Lionel Bobot (2010). Teaching Sales and Negotiation with Combining Computer-Based Simulation and Case Discussions, Marketing Education Review, 20:2, 115-122.
Medeiros, D., Urtiga, M. & Morais, D. (2017). Integrative negotiation model to support water resources management. Journal of Cleaner Production, 150, 148-163.
Submission of assessment items
Special assessment requirements
Students who get 50% or more will pass the unit.
Academic integrity
Students have a responsibility to uphold University standards on ethical scholarship. Good scholarship involves building on the work of others and use of others' work must be acknowledged with proper attribution made. Cheating, plagiarism, and falsification of data are dishonest practices that contravene academic values. Refer to the University's Student Charter for more information.
To enhance understanding of academic integrity, all students are expected to complete the Academic Integrity Module (AIM) at least once during their course of study. You can access this module within UCLearn (Canvas) through the 'Academic Integrity and Avoiding Plagiarism' link in the Study Help site.
Use of Text-Matching Software
The University of Canberra uses text-matching software to help students and staff reduce plagiarism and improve understanding of academic integrity. The software matches submitted text in student assignments against material from various sources: the internet, published books and journals, and previously submitted student texts.
Participation requirements
It is highly recommended that students attend all classes and actively participate in the discussion.
Required IT skills
Students are expected to have sufficient word processing skills to enable them to submit work for assessment in accordance with the specified requirements, and to be able to access and use the Internet for research purposes, including the Library's databases. The Library provides training throughout the semester in the use of its on-line resources.
Work placement, internships or practicums
None
