Students

MKTG3007 – Sales and Personal Selling

2025 – Session 2, In person-scheduled-weekday, North Ryde

General Information

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Unit convenor and teaching staff Unit convenor and teaching staff
Dr Syed Rahman
syed.rahman@mq.edu.au
Contact via syed.rahman@mq.edu.au
Room 213, 4 Eastern Road (4ER)
Monday 11am to 12pm
Credit points Credit points
10
Prerequisites Prerequisites
80 cp at 1000 level or above including MKTG1003
Corequisites Corequisites
Co-badged status Co-badged status
Unit description Unit description

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.

Important Academic Dates

Information about important academic dates including deadlines for withdrawing from units are available at https://www.mq.edu.au/study/calendar-of-dates

Learning Outcomes

On successful completion of this unit, you will be able to:

  • ULO1: Evaluate sales concepts on theoretical grounds.
  • ULO2: Critically analyse sales techniques and recommend actionable solutions to improve sales performance.
  • ULO3: Develop a sales pitch and professionally communicate it in either a B2B or B2C setting.

General Assessment Information

Late Assessment Submission Penalty (written assessments)  

Unless a Special Consideration request has been submitted and approved, a 5% penalty (of the total possible mark) will be applied each day a written assessment is not submitted, up until the 7th day (including weekends). After the 7th day, a grade of ‘0’ will be awarded even if the assessment is submitted. Submission time for all written assessments is set at 11.55pm. A 1-hour grace period is provided to students who experience a technical concern.   

 For any late submissions of time-sensitive tasks, such as scheduled tests/exams, performance assessments/presentations, and/or scheduled practical assessments/labs, students need to submit an application for Special Consideration.

Assessment Tasks

Name Weighting Hurdle Due
Skills development: Sales and personal selling 20% No 17/10/2025
Professional practice: Sales challenges 30% No 12/09/2025
Professional practice: Elevator pitch 50% No 31/10/2025

Skills development: Sales and personal selling

Assessment Type 1: Portfolio
Indicative Time on Task 2: 12 hours
Due: 17/10/2025
Weighting: 20%

 

The purpose of this assessment is to enhance your expertise and practical skills in sales and personal selling.   You will prepare a curation of your work completed by engaging with the content of the unit. You will showcase and justify your knowledge and choices in sales and personal selling.   Skills in focus: - Critical thinking - Communication skills - Discipline knowledge   Deliverable: Reflection with supporting evidence Individual assessment

 
On successful completion you will be able to:
  • Evaluate sales concepts on theoretical grounds.
  • Critically analyse sales techniques and recommend actionable solutions to improve sales performance.
  • Develop a sales pitch and professionally communicate it in either a B2B or B2C setting.

Professional practice: Sales challenges

Assessment Type 1: Case study/analysis
Indicative Time on Task 2: 18 hours
Due: 12/09/2025
Weighting: 30%

 

The purpose of this assessment is for you to gain experience in a firm's sales challenges - a critical area for every marketing professional.   You will apply theorectical knowledge to evaluate a firms sales challenge.   Skills in focus: - Critical thinking - Communication skills - Discipline knowledge   Deliverable: Written report [max. 1,500 words] Individual assessment

 
On successful completion you will be able to:
  • Evaluate sales concepts on theoretical grounds.
  • Critically analyse sales techniques and recommend actionable solutions to improve sales performance.

Professional practice: Elevator pitch

Assessment Type 1: Report
Indicative Time on Task 2: 30 hours
Due: 31/10/2025
Weighting: 50%

 

The purpose of this assessment is for you to plan and deliver a sales pitch, enabling you to develop and refine key skills in persuasive communication and strategic thinking, crucial for successful careers in sales and marketing.   You will design a sales pitch for an identifed opportunity   Skills in focus: - Communication skills - Discipline knowledge - Creative skills   Deliverable: Report [max. 1,000 words], Elevator pitch [recorded, 5 min] Individual assessment

 
On successful completion you will be able to:
  • Evaluate sales concepts on theoretical grounds.
  • Develop a sales pitch and professionally communicate it in either a B2B or B2C setting.

1 If you need help with your assignment, please contact:

  • the academic teaching staff in your unit for guidance in understanding or completing this type of assessment
  • the Writing Centre for academic skills support.

2 Indicative time-on-task is an estimate of the time required for completion of the assessment task and is subject to individual variation

Delivery and Resources

  • Lecture: PDF files of weekly slides and recordings will be available on iLearn.  
  • Students need to attend all weekly workshops (week 1 to 13) and engage in activities.

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 unit reading list.

Required Textbook: 

Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., & Williams, M. R. (2024). Sell (7th ed.). Cengage. (limited access to the 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

Unit Schedule

Please refer to iLearn.

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Results

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 connect.mq.edu.au or if you are a Global MBA student contact globalmba.support@mq.edu.au

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Unit information based on version 2025.05 of the Handbook