MKTG5578 Client Management

Credit
6 points
Offering
(see Timetable)
AvailabilityLocationMode
Semester 1UWA (Perth)Face to face
Content
This unit approaches the issue of managing clients for the long term from both a practical and theoretical perspective. Students cover topics such as relationship development, relationship maintenance, portfolio client management techniques, field sales management, client management within different cultural contexts and network management. Practical skills are developed through coverage of topics including sales/selling strategies, personal selling and business interaction analysis.
Outcomes
Students are able to (1) critically evaluate and analyse business networks and (2) demonstrate competencies in analysing business relationships with stakeholders.
Assessment
Indicative assessments in this unit are as follows: (1) participation; (2) case submissions; and (3) final examination. Further information is available in the unit outline.

Supplementary assessment is not available in this unit.
Unit Coordinator(s)
Professor Sharon Purchase
Contact hours
lectures/seminars/workshops: up to 3 hours per week
Unit Outline
Semester 1_2019 [SEM-1_2019]
  • 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.