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Details for MKT201 Sales Management

Managing sales effectively is essential for anyone looking to thrive in business by effectively making and retaining customers. This unit equips students with both theoretical knowledge and practical skills in sales, including working with CRM systems and developing robust communication and negotiation techniques. Students will learn to craft comprehensive sales strategies, perform detailed market analyses, and create value for customers.

Quick Stats

  • Currently offered by Alphacrucis: Yes
  • Course code: MKT201
  • Credit points: 10

Subject Coordinator

Pratima Durga

Prerequisite

The following courses are prerequisites:

  • At least 40 credit points, including MKT101—Foundations of Marketing

Unit Content

Outcomes

  1.  Describe the role and importance of sales for business organisations;
  2. Demonstrate a theoretical understanding of key theories related to: (a) Making customers; (b) Customer relationship management (CRM);  (c) Legal and ethical considerations in sales;
  3. Demonstrate knowledge of practical sales-skills including: (a) working with CRM systems; (b) communication/ persuasion/ presentation skills; (c) analytical skills for sales planning (customer analysis, competitor analysis; market analysis etc.);
  4. Develop a sales strategy. This should include: Communication plan; Prospective buyer profile; Creating value for the customer; Competitor analysis; Analysis of required resources;analysis of sales channels (incl. on-line);
  5. Demonstrate  communication, persuasion, presentation and negotiation skills to present and defend a sales proposal;
  6. Demonstrate the skills to negotiate a price with a customer.

Subject Content

This course may be offered in the following formats

  • Face-to-Face (onsite)
  • Distance/E-Learning (online)
  • Intensive (One week: 7 hours per day for 5 days = 35 class hours + approx 95 hours out of class time for research, writing, exam preparation and execution, ancillary activities associated with completion of assigned tasks.)

Please consult your course prospectus or enquire about how and when this course will be offered next at Alphacrucis University College.

Assessment Methods

  • Online Exams (20%)
  • Sales Strategy (50%)
  • Group Sales Presentation (30%)

Prescribed Text