MKTG2308 Professional Selling

Credit
6 points
Offering
(see Timetable)

If this unit does not have an online alternative, then students who are presently unable to enter Western Australia and whose studies would be delayed by an inability to complete this unit, should contact the unit coordinator (details given on this page) to ascertain, on an individual case-by-case basis, if alternate arrangements can be made to support their study in this unit.

AvailabilityLocationMode
Semester 1UWA (Perth)Face to face Predominantly face-to-face. On campus attendance required to complete this unit. May have accompanying resources online.
Semester 1UWA (Perth)Online timetabled 100% Online Unit. NO campus face-to-face attendance is required to complete this unit. All study requirements are online only. Unit includes some synchronous components, with a requirement for students to participate online at specific times.
Details for undergraduate courses
  • Level 2 option in the Marketing major sequence
  • Level 2 elective
Content
The sales force plays an important role in linking customers to the firm, generating revenue and enhancing the product's brand reputation. Many graduates find themselves in entry level positions where they will need to sell-to or service customers. Consequently, this unit approaches the topic from the salesperson's perspective and focuses on understanding the sales process. This course will provide the principles and practical skills to enable you to be confident in planning and executing professional selling activities, managing key accounts, relationship development and sales strategies.
Outcomes
Students are able to (1) demonstrate knowledge and skills in professional selling through study and research-based enquiry; (2) produce clear, specific, effective and succinct professional marketing and sales communications; (3) demonstrate self-management and independent learning skills; and (4) demonstrate personal awareness of the ethical issues of marketing and sales.
Assessment
Indicative assessments in this unit are as follows: (1) participation; (2) project; and (3) exam. 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:
MKTG1203 Introduction to Marketing; for pre-2012 courses: MKTG2203 Marketing Management (or equivalent), or MKTG2204 Consumer Behaviour (or equivalent)
Incompatibility:
MKTG3301 Marketing Applications (2019, 2020 only)
Contact hours
3 hours per week
  • 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.
  • Unit readings, including any essential textbooks, are listed in the unit outline for each unit, one week prior the commencement of study. The unit outline will be available via the LMS and the UWA Handbook one week prior the commencement of study. Reading lists and essential textbooks are subject to change each semester. Information on essential textbooks will also be made available on the Essential Textbooks. This website is updated regularly in the lead up to semester so content may change. It is recommended that students purchase essential textbooks for convenience due to the frequency with which they will be required during the unit. A limited number of textbooks will be made available from the Library in print and will also be made available online wherever possible. Essential textbooks can be purchased from the commercial vendors to secure the best deal. The Student Guild can provide assistance on where to purchase books if required. Books can be purchased second hand at the Guild Secondhand bookshop (second floor, Guild Village), which is located on campus.