Sales and Sales Management
University of Otago
Dunedin, New Zealand
Area of Study
Business Management, Marketing
Taught In English
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.
Recommended U.S. Semester Credits3 - 4
Recommended U.S. Quarter Units4 - 6
Hours & Credits
An introduction to the theory and practice of selling and sales management, integrating these concepts into the ?best practice? of modern business.
Every week students must attend one 110-minute lecture and participate in one tutorial when scheduled.
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.
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.