Sales and Sales Management

University of Otago

Course Description

  • Course Name

    Sales and Sales Management

  • Host University

    University of Otago

  • Location

    Dunedin, New Zealand

  • Area of Study

    Business Management, Marketing

  • Language Level

    Taught In English

  • Prerequisites

    Two of (MART 201, MART 202, MART 203) or two of (MART 201, MART 210, MART 211, MART 212)

  • Course Level Recommendations


    ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.

    Hours & Credits

  • Credit Points

  • Recommended U.S. Semester Credits
    3 - 4
  • Recommended U.S. Quarter Units
    4 - 6
  • Overview

    An introduction to the theory and practice of selling and sales management, integrating these concepts into the ?best practice? of modern business.

    Teaching Arrangements
    Every week students must attend one 110-minute lecture and participate in one tutorial when scheduled.

    Learning Outcomes
    Upon successful completion of this paper, you should be able to:
    - Integrate their knowledge of marketing, strategic planning and other managerial skills into contemporary sales practices
    - Improve their communication skills
    - Increase their creative and problem-solving capacities within a sales context
    - Have an insight into the complex and dynamic issues facing sales managers
    - Portray the ethical issues in sales and sales management
    - Gain some practical experience in sales
    - Understand the importance of cultivating long-term relationships with different segments of customers

    Hair, J. F., Anderson, R. E., Mehta, R., & Babin, B. J. (2009). Sales management: building customer relationships and partnerships. Boston: Houghton Mifflin Company.

    Buttle, F., (2009). Customer relationship management: concepts and technologies (2nd ed.). London:Butterworth Heinemann.

Course Disclaimer

Courses and course hours of instruction are subject to change.

Eligibility for courses may be subject to a placement exam and/or pre-requisites.

Some courses may require additional fees.

Credits earned vary according to the policies of the students' home institutions. According to ISA policy and possible visa requirements, students must maintain full-time enrollment status, as determined by their home institutions, for the duration of the program.

Please reference fall and spring course lists as not all courses are taught during both semesters.

Availability of courses is based on enrollment numbers. All students should seek pre-approval for alternate courses in the event of last minute class cancellations

Please note that some courses with locals have recommended prerequisite courses. It is the student's responsibility to consult any recommended prerequisites prior to enrolling in their course.