Professional Selling (9163.1)
Available teaching periods | Delivery mode | Location |
---|---|---|
View teaching periods | ||
EFTSL | Credit points | Faculty |
0.125 | 3 | Faculty Of Business, Government & Law |
Discipline | Study level | HECS Bands |
School Of Management | 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
On completion of this unit students will be able to:1. demonstrate an understanding of the role of personal selling in the marketing mix;
2. investigate the importance of the role of ethics and communication styles in the creation and management of selling relationships;
3. develop comprehensive long term product offering strategies;
4. develop comprehensive customer strategies to develop and qualify sales prospects and to manage territories;
5. demonstrate an understanding of the negotiation process for key accounts and resellers and develop comprehensive presentation strategies and deliver sales presentations;
6. illustrate how to manage personal sales activities and develop a longer term career plan.
Prerequisites
9159 Marketing PrinciplesCorequisites
None.Incompatible units
NONE.Equivalent units
NO.Assumed knowledge
NONEYear | Location | Teaching period | Teaching start date | Delivery mode | Unit convener |
---|
Students must apply academic integrity in their learning and research activities at UC. This includes submitting authentic and original work for assessments and properly acknowledging any sources used.
Academic integrity involves the ethical, honest and responsible use, creation and sharing of information. It is critical to the quality of higher education. Our academic integrity values are honesty, trust, fairness, respect, responsibility and courage.
UC students have to complete the Academic Integrity Module annually to learn about academic integrity and to understand the consequences of academic integrity breaches (or academic misconduct).
UC uses various strategies and systems, including detection software, to identify potential breaches of academic integrity. Suspected breaches may be investigated, and action can be taken when misconduct is found to have occurred.
Information is provided in the Academic Integrity Policy, Academic Integrity Procedure, and University of Canberra (Student Conduct) Rules 2023. For further advice, visit Study Skills.