Sales Management | My Assignment Tutor

© TAFE NSW – Higher EducationSubject Guide Subject Code:Subject Name:BUMAR302ASales Management Version Date: 11 Feb 2021Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 2ContentsContents………………………………………………………………………………………….. 21. Introduction …………………………………………………………………………………. 31.1. Subject overview ………………………………………………………………………………31.2. Pre-requisites……………………………………………………………………………………31.3. Co-requisites…………………………………………………………………………………….31.4. Credit points …………………………………………………………………………………….31.5. Subject duration ……………………………………………………………………………….32. Subject learning outcomes …………………………………………………………….. 43. Assessment ………………………………………………………………………………….. 44. Subject schedule…………………………………………………………………………… 55. Recommended reference materials……………………………………………….. 115.1. Prescribed texts ………………………………………………………………………………115.2. Recommended readings …………………………………………………………………..115.3. Online resources……………………………………………………………………………..116. Additional information…………………………………………………………………. 116.1 Subject grading ………………………………………………………………………………..116.2 Submission requirements/late submission procedure …………………………..126.3 Student conduct and academic standards……………………………………………126.4. Approaches to teaching and learning…………………………………………………13Appendix 1 – Assessment Details ……………………………………………………… 15Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 31. Introduction1.1. Subject overviewIn this unit students develop an understanding of the strategic role of the personal selling process inthe marketing mix and the environmental forces, which influence sales management. Byconcentrating on the development of a carefully planned relationship strategy and recognising theneed to create added value for customers, how the sales manager can significantly enhance thelong-term market presence of their organisation.The students will learn that the changed emphasis from ‘old style selling’ to a more strategic longerterm approach requires the sales management to reassess leadership styles and to develop a salesforce which sells using a more consultative, team-oriented approach. This subject concentrates onthe strategic and staff development and management issues rather than the actual sales process.Students will achieve a series of learning outcomes that will equip them with the skills to managesales organisations in a rapidly changing environment, recognising the importance of buildingrelationships with customers and the creating of teams rather than just managing individuals.1.2. Pre-requisitesNone1.3. Co-requisitesNone1.4. Credit pointsThis subject is worth 10 credit points.1.5. Subject durationWeekly face to face contact hours: Four hours per week over 12 weeks.• Tutorials/Workshop/Discussions: 4 hours per weekIn addition, students are expected to undertake six hours per week of private study in order toachieve the subject learning outcomes.Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 42. Subject learning outcomesAt the end of this subject students will be able to:1. Analyse the role of the sales function in the marketing mix and the environmental forces towhich it is subject.2. Examine the different motivations of consumer and organisational buyers and formulatestrategies appropriate to each team.3. Evaluate the importance of relationship selling in different sales environments.4. Investigate advantages and disadvantages of key account management and investigate waysthat relationships with key accounts can be built.5. Investigate and compare motivation techniques and establish appropriate sales targets andquotas for the sales force.6. Compare various leadership styles and assess how to recruit, manage and recompense thesales force.7. Investigate and contrast the various forms of sales force organisation structures andillustrate how to organise sales territories.3. AssessmentThe table below summarises assessment requirements for this subject. Further details aboutassessment requirements including submission requirements and grading criteria are provided in theAppendices of this Subject Guide as well as on the subject Moodle. Assessment EventDue DateLearningOutcomesAssessedWeighting1. Portfolio of EvidenceWill run fromweek 1 to week101,2,3,4,5,6,710%2. Case Study ReportWeek 61,240%3. Group Presentation/ Sales Pitchand Group ReportWeek 123, 4, 5, 6,750% Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 54. Subject scheduleThe weekly schedule below must be read in conjunction with information provided on the subjectMoodle. WEEK NO:TOPICS AND ACTIVITIESWeek 1Topics:The Marketing Concept and the Role of SellingCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 1 and Ch. 2Recommended reading:“Selling smarter in a world of smarter buyers”, McKinsey & Company, May, 2014.https://www.mckinsey.com/business-functions/marketing-and-sales/ourinsights/selling-smarter-in-a-world-of-smarter-buyers“From resentment to excitement – Australasian students’ perception towards asales career.” Brian Handley, Tekle Shanka and Fazlul K. Rabbanee, CurtinUniversity Research Paper (2017).https://espace.curtin.edu.auRecommended Listening/viewing:“Sales and Marketing –What’s the Difference?” by Management Skills Courses,YouTube, Mar 2014.https://www.youtube.com/watch?v=b6bcibvr7rgTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 2Topics:Sales and marketing planning to understand the different motivations ofconsumer and organisational buyersCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 3 and Ch. 4Recommended Listening/viewing:“The four-letter code to selling anything” by Derek ThompsonTEDxBinghamtonUniversity, TEDx, May 2018.https://www.youtube.com/watch?v=6pY7EjqD3QA Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 6 WEEK NO:TOPICS AND ACTIVITIESTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 3Topics:Sales contexts and customer managementCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 5Recommended listening/viewing:“I Was Seduced By Exceptional Customer Service” by John Boccuzzi, Jr.TEDxBryantU, TEDx, Mar 2018.https://www.youtube.com/watch?v=GH1TXfQSwUQ“Popsicle Moments: Finding A New Flavor of Customer Service” by Darren RossTEDxSantaBarbara, TEDx, November 2019.https://www.youtube.com/watch?v=CfZrqej03AsTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 4Topics:Overseas markets and International SellingCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 6Recommended listening/viewing:“How Cultural Differences Affect Business” by Erin Meyer, The Lavin AgencySpeakers Bureau, December 2014.https://www.youtube.com/watch?v=zQvqDv4vbEg“New Money: The Greatest Wealth Creation Event in History” (2019) – FullDocumentary. Stansberry Research, July 2019.https://www.youtube.com/watch?v=CaELQS5kTso Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 7 WEEK NO:TOPICS AND ACTIVITIESTutorial activities:Chapter review questions, class discussion the Recommended Reading(s), CaseStudy.Week 5Topics:Key Account Management and Global Account ManagementCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 9Recommended reading:“How digital is powering the next wave of growth in key-account management”,by Varun Kohli, Ryan Paulowsky, and Jennifer Stanley, McKinsey & Company,August 2019.https://www.mckinsey.com/business-functions/marketing-and-sales/ourinsights/how-digital-is-powering-the-next-wave-of-growth-in-key-accountmanagementRecommended listening/viewing:“30 60 90 Day Success Plan for New Key Account Managers” by Warwick Brown.Account Manager Tips, July 2020https://www.youtube.com/watch?v=5lBteHSHSaQTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 6Topics:Customer Orientation and Relationship SellingCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 10Recommended reading:“Selling Is Not About Relationships” by Matthew Dixon and Brent Adamson,Harvard Business Review, September 2011.https://hbr.org/2011/09/selling-is-not-about-relatio Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 8 WEEK NO:TOPICS AND ACTIVITIESRecommended listening/viewing:BUILDING SUSTAINABLE RELATIONSHIPS THAT BRING BRANDS AND PEOPLECLOSER by Mark Morin, TEDxLaval, July 2018.https://www.youtube.com/watch?v=Hp0Q8Z5Isz4Tutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Assessment 2: Case study report dueGroup work planning major projectWeek 7Topics:Sales Management and TechnologyCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 12Recommended reading:(2019), “Technology Impact on Sales Organization” by Anthony Chaine,Medium.com, October 2019.https://medium.com/swlh/technology-impact-on-sales-organizationa7b90ad9612eTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 8Topics:Managing Sales TeamsCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 13 and Ch. 14 Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 9 WEEK NO:TOPICS AND ACTIVITIESRecommended reading:Andris A. Zoltners , Prabhakant Sinha and Sally E. Lorimer. 7 Ways Sales TeamsCan Set Better Goals, Harvard Business Review, June 2019.https://hbr.org/2019/06/7-ways-sales-teams-can-set-better-goalsRecommended listening/viewing:“Stop Managing, Start Leading” by Hamza Khan, TEDxRyersonU, August 2016.https://www.youtube.com/watch?v=d_HHnEROy_wTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 9Topics:Organizing Sales Teams, Rewards and RecognitionCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 15Recommended reading:“What are you really paying for? Improving return on reward investment”, PWCPublications, July 2014.https://www.pwc.com.au/consulting/assets/publications/what-are-you-reallypaying-for-jul16.pdfRecommended listening/viewing:Stop Trying to Motivate Your Employees by Kerry Goyette, TEDxCosmoPark, May2016https://www.youtube.com/watch?v=7lhVUedc1a4Tutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 10Topics:Sales Budgeting and Sales Force Evaluation Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 10 WEEK NO:TOPICS AND ACTIVITIESCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 16 and Ch. 17Recommended reading:“3 Ways to Improve Sales Forecasts When the Future Is Unclear” by Lisa EarleMcLeod and Elizabeth Lotardo, Harvard Business Review, September 2020.https://hbr.org/2020/09/3-ways-to-improve-sales-forecasts-when-the-future-isunclearTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 11Topics: Course Review and RevisionTutorial activities:Practice questions, class discussion and review of the courseWeek 12Group PresentationAssessment 3 – Group Report & Presentation due this weekAll presentations to be done in class and materials uploaded to moodleAll reports to be uploaded to Moodle via TurnitinWeek13/14/15Examination Week: (Refer to the TAFE NSW Higher Education examinationtimetable) Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 115. Recommended reference materials5.1. Prescribed textsJobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition, Pearson Education,UK.5.2. Recommended readingsA list of readings to support weekly topics is provided in the course schedule.5.3. Online resources6. Additional information6.1 Subject gradingGrades for individual assessment events and the subject as a whole are awarded as follows.High Distinction: marks ranging from 85 to 100%Where the student has demonstrated highly original, relevant and sophisticated applications ofresearch, appraisal, enquiry and evaluation techniques resulting in innovative concepts thatchallenge existing conventions in the field of study.Distinction: marks ranging from 75 to