- Lecture: PowerPoint files and recordings will be available on iLearn; students do not need to attend any live lectures.
- Students need to attend all weekly workshops (week 1 to 13) and engage in activities; the timetable for workshops can be found on the University website at: http://www.timetables.mq.edu.au.
Successful completion of this unit requires the student to submit all assessment tasks and achieve at least 50% in total.
Access to a personal computer, internet, Microsoft Excel, Microsoft Word, and Microsoft Powerpoint is required to complete learning activities and assessment tasks.
Following is the list of key required reading/viewing resources; details of learning materials for each week will be available in iLearn and in the Leganto unit reading list.
SELL (6th Edition, 2020), Authors: Ingram/LaForge//Schwepker/Williams, https://au.cengage.com/c/ebook-sell-44-6th-edition-6e-ingram-laforge-schwepker-williams/9780357144145/ (eBook is available via MQ Library on this link)
Recommended Journal Articles:
Anderson, R. E., Cohen, A. H., Christ, P. F., Mehta, R., & Dubinsky, A. J. (2020). Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management. Journal of Marketing Channels, 26(1), 28-42. https://doi.org/10.1080/1046669X.2019.1647913
Ancillai, C., Terho, H., Cardinali, S., & Pascucci, F. (2019). Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling. Industrial Marketing Management, 82, 293-308. https://doi.org/10.1016/j.indmarman.2019.01.002
Charoensukmongkol, P. (2020). The efficacy of cultural intelligence for adaptive selling behaviors in cross-cultural selling: The moderating effect of trait mindfulness. Journal of Global Marketing, 33(3), 141-157. https://doi.org/10.1080/08911762.2019.1654586
Delpechitre, D., & Baker, D. S. (2017). Cross-cultural selling: Examining the importance of cultural intelligence in sales education. Journal of Marketing Education, 39(2), 94-108. https://doi.org/10.1177%2F0273475317710060
Eggert, A., Ulaga, W., Frow, P., & Payne, A. (2018). Conceptualizing and communicating value in business markets: From value in exchange to value in use. Industrial Marketing Management, 69, 80-90. https://doi.org/10.1016/j.indmarman.2018.01.018
Hansen, J. D., Singh, T., Weilbaker, D. C., & Guesalaga, R. (2011). Cultural intelligence in cross-cultural selling: Propositions and directions for future research. Journal of Personal Selling & Sales Management, 31(3), 243-254. https://doi.org/10.2753/PSS0885-3134310303
Sahni, N. S., Wheeler, S. C., & Chintagunta, P. (2018). Personalization in email marketing: The role of noninformative advertising content. Marketing Science, 37(2), 236-258. https://doi.org/10.1287/mksc.2017.1066
Singh, S., Marinova, D., Singh, J., & Evans, K. R. (2018). Customer query handling in sales interactions. Journal of the Academy of Marketing Science, 46(5), 837-856. https://doi.org/10.1007/s11747-017-0569-y
Tyler, K., Patton, M., Mongiello, M., Meyer, D., Whittaker, G., Ledden, L., & Kalafatis, S. P. (2007). A re‐examination of the relationship between value, satisfaction and intention in business services. Journal of Services Marketing, 21(5), http://dx.doi.org/10.1108/08876040710773651
Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?. Journal of the Academy of Marketing Science, 39(3), 407-428. https://doi.org/10.1007/s11747-010-0211-8
Recommended Online Reading/viewing:
HubSpot Academy Inbound Sales certification - https://academy.hubspot.com/courses/inbound-sales