Overview:
- Credits:
- 10.0
- Level:
- 4
- Semester:
- Semester Two
- Subject:
- Marketing
- School:
- Business
- Coordinator:
- Professor Susi Geiger
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Curricular information is subject to change
At the conclusion of the course students should be able to:
1. Appreciate how the strategic outlook of the firm influences marketing and sales activities;
2. Discuss how organisational strategy can be enhanced by a customer relationship-based approach to sales and marketing management;
3. Design a template for customer-centric sales force programme given specific sets of internal and external variables;
4. Learn about the basics of personal selling and sales negotiations, especially in large account situations.
5. Build synergies between marketing and sales departments for strategic customer management.
6. Investigate potential employment opportunities in the business development and account management areas.
Student Effort Type | Hours |
---|---|
Lectures | 24 |
Specified Learning Activities | 96 |
Total | 120 |
Not applicable to this module.
Description | % of Final Grade | Timing |
---|---|---|
Assignment: Case study memo | 25 |
Unspecified |
Attendance: Class participation | 25 |
Throughout the Trimester |
Assignment: Case memo | 25 |
Unspecified |
Assignment: Job application and work plan | 25 |
Unspecified |
Compensation
This module is not passable by compensation
Resit Opportunities
In-semester assessment
Remediation
If you fail this module you may repeat, resit or substitute where permissible