MKTG 322

Sales Management

Course overview

You’ll examine marketing strategy implementation at the point of sale. For a business-to-business strategy, this requires the organisation and management of a sales programme and for business-to-consumer it is accomplished through retailing.

Course information

Prerequisites and Restrictions You must satisfy the following requirement(s):
  • a minimum of 45 credit point(s) from the course(s) specified below
  • a minimum of 15 credit point(s) from the course(s) specified below
  • Consumer Behaviour , MKTG-205
  • Managing Value , COMM-202
  • Principles of Marketing , MKTG-115
  • a minimum of 30 credit point(s) from the course(s) specified below
  • any level 200 course
  • any level 300 course

Available semesters Semester 1 2024
Credits 15
Domestic fees $794.00

What you will learn

After successfully completing this course, you’ll be able to:

  1. Understand the nature and importance of Retailing and Sales Management.
  2. Identify and examine the various types of retailing formats and institutions.
  3. Understand Customer Relationship Management concepts and systems and how it is applied in Retailing and Sales Management.
  4. Critically examine the sales needs of an organisation and propose methods to improve profitability through changes in organisation, recruiting, training, rewards, and/or technology.
  5. Discuss the responsibility of retailers and sales people to customers, the environment and society.
  6. Evaluate competing marketing strategies for a retail and for a Business-to-Business situation, and communicate the results and conclusions of the analysis.
  7. Develop and communicate a marketing implementation programme for a retail and for a Business-to- Business situation.

Course examiners

Samantha White

Samantha White


Faculty of Agribusiness and Commerce