Students

MKTG3007 – Sales and Personal Selling

2026 – Session 2, In person-scheduled-weekday, North Ryde

General Information

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Unit convenor and teaching staff Unit convenor and teaching staff Unit convenor and lecturer
Syed Rahman
syed.rahman@mq.edu.au
Contact via syed.rahman@mq.edu.au
Room 213, 4 Eastern Road (4ER)
Thursday 10-11am
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 Submission Penalties

If you submit your assessment late, 5% of the total possible marks will be deducted for each day (including weekends), up to 7 days. Submissions more than 7 days late will receive a mark of 0.

Example 1 (out of 100): If you score 85/100 but submit 20 hours late, you will lose 5 marks and receive 80/100.

Example 2 (out of 30): If you score 27/30 but submit 20 hours late, you will lose 1.5 marks and receive 25.5/30.

Extensions

Automatic short extension: Some assessments are eligible for automatic short extension. You can only apply for an automatic short extension before the due date.

Special Consideration: If you need more time due to serious issues and for any assessments that are not eligible for Short Extension, you must apply for Special Consideration. Need help? Review the Special Consideration page for further details.

Assessment Tasks

Name Weighting Hurdle Due Groupwork/Individual Short Extension AI Approach
Skills development: Sales and personal selling 20% No 04/09/2026 Individual Yes Open
Professional practice: Sales challenges 40% No 18/09/2026 Individual Yes Open
Professional practice: Elevator pitch 40% No 23/10/2026 Individual No Open

Skills development: Sales and personal selling

Assessment Type 1: Portfolio
Indicative Time on Task 2: 12 hours
Due: 04/09/2026
Weighting: 20%
Groupwork/Individual: Individual
Short extension 3: Yes
AI Approach: Open

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:
  • Communication skills
  • Critical thinking and problem solving
  • Discipline knowledge
Deliverable(s): 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: Problem-based task
Indicative Time on Task 2: 18 hours
Due: 18/09/2026
Weighting: 40%
Groupwork/Individual: Individual
Short extension 3: Yes
AI Approach: Open

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 theoretical knowledge to evaluate a firm's sales challenge.
 
Skills in focus:
  • Communication skills
  • Work readiness
  • Critical thinking and problem solving
  • Discipline knowledge
Deliverable(s): 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: Professional task
Indicative Time on Task 2: 30 hours
Due: 23/10/2026
Weighting: 40%
Groupwork/Individual: Individual
Short extension 3: No
AI Approach: Open

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
  • Work readiness
  • Critical thinking and problem solving
  • Discipline knowledge
Deliverable(s): Presentation [3 minutes, max 20 slides]
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
  • Academic Success 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.

3 An automatic short extension is available for some assessments. Apply through the Service Connect Portal.

Delivery and Resources

  • Lecture: PDF files of weekly slides and recordings will be available on iLearn.  
  • Students need to attend all weekly tutorials (weeks 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.

The 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. 

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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At Macquarie, we believe academic integrity – honesty, respect, trust, responsibility, fairness and courage – is at the core of learning, teaching and research. We recognise that meeting the expectations required to complete your assessments can be challenging. So, we offer you a range of resources and services to help you reach your potential, including free online writing and maths support, academic skills development and wellbeing consultations.

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Unit information based on version 2026.05 of the Handbook