|Unit convenor and teaching staff||
Unit convenor and teaching staff
Unit Coordinator and Lecturer
Dr Syed Rahman
Contact via email@example.com
Room 142, 3 Management Drive
Wednesday 10-11am (Online using Zoom)
40cp at 2000 level or above including MKTG2002 or MKTG202
Sales is an important function in any commercial organisation. Within organisations, salespeople play a crucial role in aligning their organisation's offerings with customers’ needs, and in maximising value creation for both the customer and the selling firm. Moreover, to keep up with today’s empowered buyers in both B2B and B2C contexts, salespeople need to personalise the entire sales experience to meet the buyer’s wants. This unit develops students’ knowledge of theories and concepts underpinning the planning and operationalisation of a firm’s sales. It also focuses on developing students' knowledge of personal selling, addressing the critical analysis and application of sales tactics. Students will develop communication skills necessary for successful sales.
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:
Late submissions of assignments
Sometimes unavoidable circumstances occur that might prevent you from submitting an assignment on time and, in that case, you may be eligible to lodge a Special Consideration request.
Unless a Special Consideration request has been submitted and approved, please note that no extensions to assignment deadlines will be granted. Assignments that are submitted late will attract a late penalty:
|Practice-based activities||15%||No||Week 1 to 10 workshops|
|Case study analysis||30%||No||Report 1: Week 4, Monday Report 2: Week 7, Monday|
|Individual sales report and presentation||55%||No||Week 12, Sunday|
This is an individual assessment that requires students to participate during weekly workshops, including short concept quizzes and online discussion forum posts.
The individual participatory tasks are part of workshop activities in the first ten weeks. The activities include 10 weekly online quizzes each worth 0.5 mark, and 10 weekly discussion forum posting activities up to 100 words, each post worth 1 mark.
This is an individual assessment that requires students to apply theoretical and practical knowledge of personal selling to critically analyse a firm’s sales challenges.
Total 1500 words; students will analyse two sales case studies and submit 750 word reports for each case.
This is an individual assessment that requires students to apply their practical skills to plan a sales pitch that resonates with a specific opportunity and record an elevator sales pitch based on the plan to demonstrating the communication skills necessary for successful sales. The report will address theories, concepts, and problems underpinning the planning and organisation of sales for maximising value creation for both the customer and the selling firm.
A 2000 word individual report and a recorded presentation (up to 5 minutes).
1 If you need help with your assignment, please contact:
2 Indicative time-on-task is an estimate of the time required for completion of the assessment task and is subject to individual variation
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
Please refer to iLearn.
Macquarie University policies and procedures are accessible from Policy Central (https://policies.mq.edu.au). Students should be aware of the following policies in particular with regard to Learning and Teaching:
Students seeking more policy resources can visit Student Policies (https://students.mq.edu.au/support/study/policies). It is your one-stop-shop for the key policies you need to know about throughout your undergraduate student journey.
Macquarie University students have a responsibility to be familiar with the Student Code of Conduct: https://students.mq.edu.au/admin/other-resources/student-conduct
Results published on platform other than eStudent, (eg. iLearn, Coursera etc.) or released directly by your Unit Convenor, are not confirmed as they are subject to final approval by the University. Once approved, final results will be sent to your student email address and will be made available in eStudent. For more information visit ask.mq.edu.au or if you are a Global MBA student contact firstname.lastname@example.org
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 help you improve your marks and take control of your study.
The Library provides online and face to face support to help you find and use relevant information resources.
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
If you are a Global MBA student contact email@example.com
For help with University computer systems and technology, visit http://www.mq.edu.au/about_us/offices_and_units/information_technology/help/.
When using the University's IT, you must adhere to the Acceptable Use of IT Resources Policy. The policy applies to all who connect to the MQ network including students.
|14/07/2021||Updated late submission details|