Unit convenor and teaching staff |
Unit convenor and teaching staff
Lecturer in Charge
Stephen Erichsen
Contact via stephen.erichsen@mq.edu.au
Monday 3.30pm - 4.00pm by appointment
Unit Convenor
Scott Koslow
Contact via scott.koslow@mq.edu.au
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Credit points |
Credit points
3
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Prerequisites |
Prerequisites
(STAT122 or STAT170 or STAT171 or PSY122) and 6cp at 200 level including (MKTG202 or MKTG203 or MKTG204 or MKTG208 or MKTG210 or MKTG213 or BBA203 or BBA213)
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Corequisites |
Corequisites
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Co-badged status |
Co-badged status
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Unit description |
Unit description
This unit involves organising and planning the company's overall selling efforts and integrating these efforts with other elements of the firm's marketing strategy. It also includes the selecting of appropriate sales personnel, and designing and implementing policies and procedures that will direct their efforts towards the firm's desired objectives. The final part of the unit involves developing procedures for monitoring and evaluating sales force performance so that adjustments can be made to either the sales program or its implementation.
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Information about important academic dates including deadlines for withdrawing from units are available at https://www.mq.edu.au/study/calendar-of-dates
On successful completion of this unit, you will be able to:
Name | Weighting | Due |
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Class Presentation | 15% | Weeks 3- 5 |
Individual Assignment | 25% | Week 8 |
Group Assignment | 30% | Week 12 |
Final Exam | 30% | University Exam Period |
Due: Weeks 3- 5
Weighting: 15%
Students will be required to give class presentations during the semester. No notes or palm cards may be used. There will be a timetable provided allocating the week that you will present in the tutorials.
Due: Week 8
Weighting: 25%
Your assignment must be submitted to Turnitin; details will be provided with the Assignment Topic.
No extensions will be granted. Late tasks will be accepted up to 72 hours after the submission deadline. There will be a deduction of 20% of the total available marks made from the total awarded mark for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission – 40% penalty). This penalty does not apply for cases in which an application for special consideration is made and approved.
Due: Week 12
Weighting: 30%
Students will be organised into syndicate teams. This is a group exercise – all members of the group are expected to contribute actively and substantially. Some members of the group may provide more input in the research area whereas others may do more of the actual written presentation. The group will be required to acknowledge that all group members have given quality time to the project. Your groups will be organised in class. The topics will be distributed in class in Week 6 – your responses and presentations will be required in your tutorial in Week 12. Your assignment must be submitted to Turnitin; details will be provided with the Assignment Topic.
No extensions will be granted. Students who have not submitted the task prior to the deadline will be awarded a mark of 0 for the task, except for cases in which an application for disruption of studies is made and approved.
Due: University Exam Period
Weighting: 30%
A 2 Hour final examination will be provided. The format of the exam is likely to include a combination of Multiple Choice Questions, Short Answer Questions and Extended Answer Questionsand will be focused on the concepts presented in the text and the lectures.
Classes
Lectures will be held on Monday evening from 6.00pm to 8.00pm on the dates listed herein. All students will attend their lecture and the tutorial they are enrolled in on a weekly basis. Delivery of this course will include a combination of powerpoint slides, videos, class discussions, brief field exercises and guest speakers.
Required and Recommended texts and/or materials
Required Text: Sales Management – Shaping Future Sales Leaders
Tanner, Honeycutt, Erffmeyer 2009 Pearson
Available at the Co-op Bookshop. You will need to purchase or have access to the text throughout the semester:
Unit web page
We will use the iLearn system for provision and exchange of information during the semester. http://ilearn.mq.edu.au All class material will be posted on the specific subject page on Ilearn.
Additional Technology
No specific technolgy other than access to a computer throughout the semester is required, however submitted work must use recent versions of Microsoft Office products such as Word and PowerPoint.
The timetable for attendance can be found at the University web site at: http://www.timetables.mq.edu.au
Attendance will be taken in the tutorials.
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Please Note: Individual presentations will be conducted throughout Weeks 3-11 in your tutorials. You will be advised on iLearn when you will be presenting. | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Macquarie University policies and procedures are accessible from Policy Central. Students should be aware of the following policies in particular with regard to Learning and Teaching:
Academic Honesty Policy http://mq.edu.au/policy/docs/academic_honesty/policy.html
Assessment Policy http://mq.edu.au/policy/docs/assessment/policy.html
Grading Policy http://mq.edu.au/policy/docs/grading/policy.html
Grade Appeal Policy http://mq.edu.au/policy/docs/gradeappeal/policy.html
Grievance Management Policy http://mq.edu.au/policy/docs/grievance_management/policy.html
Disruption to Studies Policy http://www.mq.edu.au/policy/docs/disruption_studies/policy.html The Disruption to Studies Policy is effective from March 3 2014 and replaces the Special Consideration Policy.
In addition, a number of other policies can be found in the Learning and Teaching Category of Policy Central.
Macquarie University students have a responsibility to be familiar with the Student Code of Conduct: https://students.mq.edu.au/support/student_conduct/
Macquarie University provides a range of support services for students. For details, visit http://students.mq.edu.au/support/
Learning Skills (mq.edu.au/learningskills) provides academic writing resources and study strategies to improve your marks and take control of your study.
Students with a disability are encouraged to contact the Disability Service who can provide appropriate help with any issues that arise during their studies.
For all student enquiries, visit Student Connect at ask.mq.edu.au
For help with University computer systems and technology, visit http://informatics.mq.edu.au/help/.
When using the University's IT, you must adhere to the Acceptable Use Policy. The policy applies to all who connect to the MQ network including students.
Our graduates will take with them the intellectual development, depth and breadth of knowledge, scholarly understanding, and specific subject content in their chosen fields to make them competent and confident in their subject or profession. They will be able to demonstrate, where relevant, professional technical competence and meet professional standards. They will be able to articulate the structure of knowledge of their discipline, be able to adapt discipline-specific knowledge to novel situations, and be able to contribute from their discipline to inter-disciplinary solutions to problems.
This graduate capability is supported by:
We want our graduates to be capable of reasoning, questioning and analysing, and to integrate and synthesise learning and knowledge from a range of sources and environments; to be able to critique constraints, assumptions and limitations; to be able to think independently and systemically in relation to scholarly activity, in the workplace, and in the world. We want them to have a level of scientific and information technology literacy.
This graduate capability is supported by:
Our graduates should be capable of researching; of analysing, and interpreting and assessing data and information in various forms; of drawing connections across fields of knowledge; and they should be able to relate their knowledge to complex situations at work or in the world, in order to diagnose and solve problems. We want them to have the confidence to take the initiative in doing so, within an awareness of their own limitations.
This graduate capability is supported by:
We want to develop in our students the ability to communicate and convey their views in forms effective with different audiences. We want our graduates to take with them the capability to read, listen, question, gather and evaluate information resources in a variety of formats, assess, write clearly, speak effectively, and to use visual communication and communication technologies as appropriate.
This graduate capability is supported by:
Sales management is an exciting and cutting edge research field. Students will be exposed to the most recent thinking on the subject via lectures, readings and assessments.