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Professional Selling

Unit code: AMB249
Contact hours: 3
Credit points: 12
Information about fees and unit costs

Many students land their first job in a graduate sales position. Professional selling equips students with a contemporary understanding and knowledge of customer relationship management, the sales force environment, personal selling techniques and communications skills. Further, students will be exposed to international benchmarks from a selling processes perspective such as identifying prospects, planning sales calls, demonstrations, negotiations, and closing the sale. There are many exciting and challenging roles in sales, some of which are: sales representative, sales team leader, client account manager, and eventually: regional, state, national and international sales management positions.

Availability
Semester Available
2013 Semester 2 Yes

Sample subject outline - Semester 2 2012

Note: Subject outlines often change before the semester begins. Below is a sample outline.

Rationale

This unit is designed to provide a more detailed knowledge of the sales and customer relationship functions within the marketing area of an organisation.

Aims

  • To develop a theoretical and practical knowledge of the sales process

  • To develop a sound comprehension of professional selling and customer relationships in a contemporary customer orientated organisation

    • Objectives

    Unit Objectives
    On completion of this unit students will be able to:
    1. Comprehend the nature, principles and importance of the sales process & account management
    2. Apply the concepts as they relate to the sales process including; identifying prospects, planning sales calls, demonstrations negotiation and closing the sale.
    3. Apply the conceptual and practical aspects of developing a professional selling process framework in a case scenario
    4. Evaluate account management including, follow up and servicing accounts
    5. Develop skills in evaluating sales performance

    Content

    The major topics to be covered and understood by students include: the role sales and customer relationship management in today's dynamic business environment, how sales fits within the firm's strategic marketing goals and objectives, a range of sales process approaches are highlighted, and possible ethical and legal consideration. A sound comprehension of these contemporary issues pertaining to sales and relationship management is desirable. Students are also required to show a deeper understanding through implementation within assessment 1, 2 and 3. Further students also need to prove learned theoretical knowledge within assessment 3 & 4.

    Approaches to Teaching and Learning

    A range of teaching and learning strategies are applied in this course. This unit has been structured to offer a more detailed knowledge of the sales process and the roles within the marketing and sales management area of an organisation. Thus, the role play scenarios are used to achieve practical outcomes for students in relation to contemporary sales processes.

    Assessment

    Students will receive feedback in various forms throughout the semester which may include:

  • Informal: worked examples, such as verbal feedback in class, personal consultation

  • Formal: in writing, such as checklists (e.g. criteria sheets), written commentary

  • Direct: to individual students, either in written form or in consultation

  • Indirect: to the whole class

    • Assessment name: Tut Presentation: Role Play
    Description: Students are expected demonstrate through scenario role playing the importance of a single sales process. To be advised as to which process in class.
    Length/Duration: 10 minutes
    Formative or Summative: Formative and Summative
    Relates to objectives: Unit objectives: 1, 2, 4 and AOL goals: PC (3.1), (3.2)
    Weight: 30%
    Internal or external: Internal
    Group or individual: Individual
    Due date: Weeks 6 to 12

    Assessment name: Case Study Analysis
    Description: Students will be given a contemporary case to evaluate on the Blackboard site.
    Length/Duration: 1,500 words
    Formative or Summative: Formative and Summative
    Relates to objectives: Unit objectives: 2, 3, 4 and AOL goals: KS (1.1), CTA (2.1)
    Weight: 30%
    Internal or external: Internal
    Group or individual: Individual
    Due date: Week 7

    Assessment name: Exam
    Description: The exam will consist of short answer questions.
    Length/Duration: 2 hours + 10 minutes perusal
    Formative or Summative: Summative
    Relates to objectives: Unit objectives: 2, 3, 4 and AOL goals: KS (1.1), CTA (2.1)
    Weight: 40%
    Internal or external: Internal
    Group or individual: Individual
    Due date: Central Exam Period

    Academic Honesty

    QUT is committed to maintaining high academic standards to protect the value of its qualifications. To assist you in assuring the academic integrity of your assessment you are encouraged to make use of the support materials and services available to help you consider and check your assessment items. Important information about the university's approach to academic integrity of assessment is on your unit Blackboard site.

    A breach of academic integrity is regarded as Student Misconduct and can lead to the imposition of penalties.

    Resource materials

    Principal Text
    Anderson, Dubinsky & Mehta, (2007) Personal Selling (2nd edn.). Boston: Houghton Miffin Co.

    COMPULSORY READINGS ON BLACKBOARD SITE

    MAJOR REFERENCE WORKS:
    Jobber, D. and Lancaster, G. (2003). Selling and Sales Management (6th edn.). Prentice Hall, Harlow, UK.
    Futrell, C. M. (2002). Fundamentals of Selling: Customers for Life (7th edn.). McGraw-Hill Boston.
    Manning, G. L. and Reece, B. L. (2001). Selling today: Building Quality Partnerships (8th edn.). Prentice Hall, New Jersey.
    Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., Jr., and Williams, M. R. (2000). Sales Management - Analysis and Decision Making (4th edn.). Harcourt College Publishers, Forth Worth.
    Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., Jr., and Williams, M. R. (2000). Professional Selling - a Trust-Based Approach.Harcourt College Publishers, Forth Worth.

    Journals
    Journal of Personal Selling & Sales Management
    Journals of Marketing
    Business Week
    Academy of Management Review
    Business Marketing
    Sloan Management Review

    top
    Risk assessment statement

    There are no out-of-the-ordinary risks associated with lectures or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
    view the Emergency video.

    Disclaimer - Offer of some units is subject to viability, and information in these Unit Outlines is subject to change prior to commencement of semester.

    Last modified: 30-Apr-2012