MKTG3301 Marketing Applications

Credit
6 points
Offering
(see Timetable)
AvailabilityLocationMode
Semester 2UWA (Perth)Face to face
Details for undergraduate courses
  • Level 3 option in the Marketing major sequence
  • The area of knowledge for this unit is Management and Commerce
  • Category B broadening unit for students
  • Level 3 elective
Content
This unit focuses on professional selling. The sales force plays an important role in linking customers to the firm. Sales people work towards generating revenue for the company and enhancing the product's brand reputation. This unit approaches the topic from the salesperson's perspective and focuses on understanding the sales process. This course will provide principles and practical skills to allow graduates to be confident in planning and executing selling activities. In this unit you will be encouraged to develop sales and communication skills. A large part of this course will be ‘hands-on' and will assist you to improve your confidence and people skills.
Outcomes
Students are able to (1) demonstrate knowledge and skills in marketing through study and research-based enquiry; (2) produce clear, specific, effective and succinct professional marketing communications; (3) develop skills to complete individual tasks contributing towards a team-based project; (4) demonstrate self-management and independent learning skills; and (5) demonstrate personal awareness of the ethical issues of marketing.
Assessment
Indicative assessments in this unit are as follows: (1) participation; (2) marketing report ; and (3) examinations. Further information is available in the unit outline.

Supplementary assessment is not available in this unit except in the case of a bachelor's pass degree student who has obtained a mark of 45 to 49 overall and is currently enrolled in this unit, and it is the only remaining unit that the student must pass in order to complete their course.
Unit Coordinator(s)
Associate Professor Greg Brush
Unit rules
Prerequisites:
any two Level 2 Marketing units
Incompatibility:
MKTG2240 Sales Management
Contact hours
lectures/tutorials/seminars/workshops: up to 3 hours per week
Texts

Ingram, Thomas N., Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker and Michael R. Williams (2017), SELL5 Trust Based Professional Selling. Cengage Learning. ISBN 9781305662087 

  • The availability of units in Semester 1, 2, etc. was correct at the time of publication but may be subject to change.
  • All students are responsible for identifying when they need assistance to improve their academic learning, research, English language and numeracy skills; seeking out the services and resources available to help them; and applying what they learn. Students are encouraged to register for free online support through GETSmart; to help themselves to the extensive range of resources on UWA's STUDYSmarter website; and to participate in WRITESmart and (ma+hs)Smart drop-ins and workshops.
  • Books and other material wherever listed may be subject to change. Book lists relating to 'Preliminary reading', 'Recommended reading' and 'Textbooks' are, in most cases, available at the University Co-operative Bookshop (from early January) and appropriate administrative offices for students to consult. Where texts are listed in the unit description above, an asterisk (*) indicates that the book is available in paperback.