Topics include the nature, role and scope of sales management; the sales organisation; the selection, recruitment, training and development of sales people; the motivation, compensation and evaluation of sales people; the sales process; sales forecasting and estimating market potential; sales budgeting and profitability; planning sales territories; determining sales quotas and the optimum allocation of sales effort and resources. -- Course Website
Instructor: Mr Kimble Montagu
Prerequisites: Students must have passed one of the following: MBA9006, MKX9550, MKX9160 or MKX5461 before undertaking this unit.
